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The Red Zone

ASK YOUR CLIENTS FOR THEIR BUSINESS

By allan colman, www.closersgroup.com

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ASK YOUR CLIENTS FOR THEIR BUSINESS - When was the last time you asked your clients for their business? On the surface, that question may seem a bit silly. After all, asking for business once a company has signed on with your firm may feel a bit redundant. But consider this: asking for more work on a semi-regular basis is a solid client retention tactic that could lead to bottom line dividends.

Before you ask for the business, make sure you've done your homework:

* Are there opportunities (or pitfalls) that you have identified that affect your clients?

* Could new legislation modify how the company conducts business nationally or internationally?

* Can the new political climate benefit or threaten certain aspects of the company?

* Does your firm have the capability of managing those needs effectively?

Demonstrate to your client that your firm has capabilities beyond the scope of your current engagement and then set out how you can help clearly and concisely.

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