How to Get More Repeat Business from Your Clients

It's five times more difficult to get a new client to hire you than to get a new project from an existing client. So don't put all of your self-promotional efforts into only getting new clients. Spend a portion of your marketing time and energy on building relationships with the clients you already have.

Contact active clients regularly to remind them of your existence. But be sure you have a benefit-loaded reason (for them) for contacting them. Give them news of a special offer, discount, new service, or marketing idea that they’ll be interested in.

How frequently should you keep in touch with your clients? That depends on how you're contacting them.

If you have a newsletter that offers helpful tips, once or twice a month is reasonable. But if you're contacting them by phone, letter, or personal email, every three months makes sense. It's frequent enough so they won't forget about you – but infrequent enough you won't be' pestering them.

The Professional Writers’ Alliance

The Professional Writers’ Alliance

At last, a professional organization that caters to the needs of direct-response industry writers. Find out how membership can change the course of your career. Learn More »

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Published: July 19, 2004

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