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| Client Relationships Studies
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Brand Fuel Case Study 130
The Challenge.
So you let a big one get away? How in the world do you reel that client’s business back in?
The Solution.
Promise the client a fresh start. A breakfast meeting gives you an opportunity to gain insight on the account while showcasing your creativity. Serve freshly squeezed orange juice or even mimosas in logoed champagne flutes. Toast and cereal bowls with the client’s logo on them will also make great additions to pitch.
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Brand Fuel Case Study 131
The Challenge.
It’s one thing to entertain your clients at a holiday or anniversary party. But, showing financial return in a party setting is even more of a paradox.
The Solution.
Party like it’s 1999. Amplify the customer experience by creating an event that shows your appreciation and showcases your creativity. No sales spiels allowed! A super hero theme is ideal because it focuses on client admiration, with the client as a hero, and provides interactive outlets for relationship building. Build an atypical superhero obstacle course that rewards winners and losers with prizes. Special drinks such as “Super Shakes” in giveaway glassware and themed party favors would be great additions. Financial return will follow from sincere relationship building interaction.
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Brand Fuel Case Study 132
The Challenge.
Anyone referring business to you deserves, and sometimes expects, a thank you gift. How do you show appreciation?
The Solution.
Implement a referral program with rewards that are designed to generate qualified leads. The best place to find new business is with the business you already have. Reward qualified leads with gift cards that correlate with the value of the referral. Be sure to market the program internally so that your sales team shares the information with clients. Posting the program benefits on your web site is another good way to spread the word publicly.
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Brand Fuel Case Study 133
The Challenge.
Keep them coming back for more. Create loyal clients who come to you first when they are ready to purchase.
The Solution.
Loyalty must be earned. A simple thank you after a sale can go along way. If you don’t show appreciation for the business, clients can, and will, take it elsewhere. Create loyalty and reinforce corporate branding again and again by sending a memorable thank you gift accompanied by a hand written card. Well thought out gifts speak volumes. For example, if you know your client is a big coffee drinker, send him/her a custom, personal coffee brewer. A thank you like this demonstrates that you value your client and put thought into selecting his gift.
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Brand Fuel Case Study 203
The Challenge.
With a limited budget and a tight deadline, a pre-production sample is out of the question. However, you client is a visual person and insists that a black and white proof is not acceptable. How do you meet the client's needs without jeopardizing the order?
The Solution.
Provide the client with virtual renderings of what the product will look like when imprinted. Most factories offer colored 2D and/or 3D virtual proofs at little to no expense. These renderings can be very detailed and are a great way to show the client the several different imprint options available.
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