Set Yourself Apart and Embrace the “New Normal”

By: Brooke M. Dukes

5 Ways to Build Long-Term Client Relationships

The “new normal” that is emerging post-pandemic is bringing many changes in client relations. Phone conferences or video calls are replacing face-to-face meetings. Products and services are changing and many deals have been restructured or put on hold indefinitely. Potential clients have more choices than ever before. They are being bombarded with new ideas including AI and don’t appreciate being pressured or being “sold” on your product or service. 

What these potential clients ARE going to appreciate is someone who cares more about them than making a sale. Someone who is interested in the challenges they face and simply wants to help provide the best solutions to those challenges. Now is the time to embrace the “new normal” and to set yourself apart from the rest by building long-term client relationships. 

Here are five ways you can differentiate yourself from others, build relationships, and close more deals.

1. Target the top ten companies that could use your products. Once you’ve decided on the top ten companies:
   • Research the executives.
   • Find any individual or company’s recent wins.
   • Look for executive promotions.
   • Determine challenges your products or services can solve.
   • Send a personalized email to each of the executives using all of the information you found and include a “value-add” from the list below.

2. Offer free value-added content to executives and managers who are finding it difficult to lead post- 

    pandemic, especially those who are now leading a new workforce that includes remote workers .

   • Help shift their perspective to capitalize on opportunities.
   • Create a compelling vision for their team to follow. 
   • Support management of their stress and emotional state so they can stay focused and energized.
   • Support their ability to lead others successfully in times of change.
   • Enhance their communication and influence to resolve conflicts and refocus on effective solutions.

3. Offer free value-added content for leaders who are looking for ways to keep their employees engaged and productive. 

   • Teach them how to gain the confidence needed to succeed as the workplace adapts.
   • Provide them with the tools to effectively manage employees from home.
   • Develop their mindset so that they lead successfully in the new era which is dominated by workers with remote and hybrid schedules, Chat GPT best practices and AI technology.
   • Help them learn to focus only on what they can control.
   • Guide them toward creating a step-by-step action plan to reach sales goals.
   • Support them in staying motivated even in difficult situations.

4. Create a free webinar of relevant information your potential clients need to know to support their success during this time.

   • At the end of the webinar offer a deep discounted product that can support them.
   • Make sure it is a “soft” call to action.
5. Send a gift and offer a video call to catch up, brainstorm and offer support.

These tips will set you apart as you establish professional relationships with current and potential clients. Your prospects and clients will remember you when they have a problem that your product can solve. You will be their first call. Take this time to build relationships and you will close more deals than ever before.

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