At Fronza Media, we're proud of the fact that 98% of our clientele is from word-of-mouth advertising. We're a small business, but we get to know our clients on a personal level so they don't feel like they're just doing business with any agency - our clients know they are sharing their dreams and passions with someone who supports them.
So, how do you get there? Lead with empathy when they share their reluctance to pay someone for products or services you provide. Engage them and focus on how you can help them so they understand why they need you.
Let's face it, you're more likely to recommend someone if you have a personal relationship or experience with them (i.e., your interaction goes way beyond limited, transactional activity). And, your clients are much more likely to remain loyal or overlook service errors if your bond is deeper than a signed contract or agreement.
"...you're more likely to recommend someone if you have a personal relationship or experience with them..."
Interact with your clients on a personal level by doing some of the following:
Get to know them not just their business (what are their hobbies, passions, interests?)
Pick up the phone and speak with them (or schedule a Zoom session with cameras on)
Follow and interact with their social media posts or blogs
Don't limit contact to email blasts, blogs, posts, or newsletters
Invite them to personal events (if local and acceptable)
Feature them on your podcast or one of your blog articles
Offer to meet up with them for dinner or drinks (if local and acceptable)
Send them hand-written holiday or birthday cards or thank you notes
The best feeling is when a prospective client contacts YOU because one of your clients spoke so highly of who you are and how you - not just your business - will help them.