Now what? Next steps to ensure the new client receives quality service by embedding him or her into your company or organization.
Securing a new client is more than a welcome. Core to the sale close of every sale is a vital next step which to begin start a transition for your new client into your company or organization. The first order of business is to execute a New Client Setup to capture vital information.
Streamline your processes for client reporting and relationship management
- New clients must be set up in your system in order to equip the various departments of your company with the information needed to best serve the client.
- Start with a New Client Form that includes the ID number, contact information, and any other pertinent notes.
- With this process in place, business management will have easy access to reporting and better oversight of client relationship management.
Its natural to want to celebrate after winning a new client, but its important to keep in mind that the initial acquisition is only the beginning of the battle. After all, its keeping a good client which is going to benefit your company in the long run. And the first step to retaining clients is to properly set them up in your business systems.
The new client and the new client form
To start, each client should be associated with a New Client Form, which includes all the pertinent information for setting up and servicing that client. Fields should include everything from a new internal client identification number to key contact information to any other notes that can help manage the relationship (for example, Client does not wish to be contacted on his cell phone.).
Capture all pertinent data
All of this data should be entered into a central information system that allows different departments within your company (Sales and Marketing, Operations, Accounting, etc.) to access the relevant data to enable them to best serve the client. Depending on the nature of your business, there may be several forms that need to be filled out (either by the Account Manager or by the client) to ensure that the relationship starts out on the right foot.
Make it part of the ongoing sales cycle
Once the client is present in the system, the sales cycle and daily operations can greatly benefit from the easy reporting that this process enables. Business owners can quickly check the status of an important client account, and managers can ensure that consistent protocols are followed to guarantee the clients satisfaction.
But none of this would be possible without the New Client Form get that right, and win a customer for life.
About the author
Alexander J. Hart of Cuban American decent is principal and founder of Hart Vida Raffo. With over 25 years of experience, Alex specializes in the areas of tax strategy and planning, business process improvement, and capital consulting. Whether advising on capital and financing strategy or consulting for privately-held professional services firms, Alex has the expertise and practical know-how to help any company optimize their business processes and make tactical financial decisions. He began his career at IBM in sales operations and accounting. He was a Controller for the N.Y. Post, has been a CFO for a medical device company, and has written a tax column called “Ask the Tax Guys” for Micro-Cap Review. Alex is a professional member of A.L.T.A. (Affiliated Lawyers of the Americas), a member of the National Association of Tax Preparers, and is a contributing author and mentor at Latin Business Today. Alex graduated from St. John’s University with a B.A. in Spanish and his M.B.A. in Finance. He obtained his accounting degree from Pace University.Website