How to Schmooze a Client

Your company has finally landed that big client, but other companies are vying for his attention, trying to get him to shift his affiliation. What can you do to ensure he'll stay put?

Instructions

Difficulty: Moderately Easy

Things You’ll Need:

• An amazing memory
• A charming persona
• A genuine desire to please

Memorize Your Client's Life

1. Where does your client vacation? Build a relationship. When you first encounter your client, ask a lot of questions, and make it a point to remember all the answers. Learn the name of his wife, his kids, his dog, the lake where he vacations, the brand of golf balls he prefers, the kind of car he likes to rent when he travels, his favorite football team and anything else you can glean from your conversation. Every time you bump into him, ask a detailed personal question that lets him know you are paying attention and thinking about him. "Hey, Jim, how ya doing? I heard about the flood at Meadowbrook Lake last week. I sure hope that hasn't ruined the weekend plans for you and Misty."
2. Be a problem solver. If your client encounters a problem with your firm -- a problem of any kind, and involving any employee -- fix it. He won't care whose fault it was, or why it happened. He just wants the problem to go away. Handle it. Apologize profusely. Assure him it won't happen again. Take him to the dining establishment of his choice, let him order lobster or anything else he wants. Buy him as many cocktails as he desires. Drive him home if he can't drive himself.
3. Continually look for ways to improve and add value to his account. Once you land a client, you can't get lazy about upkeep. Woo him anew with imaginative perks, find areas of service in which you can save him money and give him lots of personalized attention so he knows he hasn't been forgotten. Your client should always believe that he is a priority to you and your company. If you genuinely like him and want to keep his business, he will be able to tell.

Tips & Warnings

• Pay attention when your client talks. Make notes of details to reference later.
• Find out your client's birthday and anniversary. Send a card with a personal note, and a gift card if warranted.
• Send state-fair tickets to his kids in the summer, or movie passes in the winter.
• Don't merely pretend to be his friend; genuinely become his friend.
• Don't do anything illegal to keep a client. If he wants you to break the law to keep his account, he's not worth it.
• Don't let the client play you,. If you know he has no intention of signing a contract, stop wasting money trying to buy him.

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