How to Network with Past Clients

Updated: Jul 7, 2021

It is important, no... It is CRUCIAL that you maintain amazing contact with your past clients. These are people that already like and trust you. People that they have told their friends and family about.

Leverage comes in many shapes and forms. Leveraging other people to be a mouthpiece for you is the key to longevity in this business. Also, getting into the 2nd and 3rd levels of your sphere is where growth happens.

If you live your life through your clients then you are able to make some pretty great tax deductions :-) Of course talk to your CPA. But what I am suggesting is what I have done for years and it works.

Plan 2 client lunches/dinners per week. Now, these can be referral partners, people of influence that you are courting or great past clients. Even if the client refers you to a new lead, take them out to say Thank You. I understand that finances may not allow you to do all of this now, but strive for it and plan for it.

Plan a monthly lunch, cookie, bagel pop by. I like to do the Fire and Police departments. I usually have a past client who works for the force, I text them when their schedule is and tell him I am bringing lunch on a predetermined day. I create an invite and Canva and I show up with pizza, Chinese food, whatever. They love it and I get to socialize with 15-30 people, hand out cards, etc.

Plan a quarterly event. I do this for current prospects, referral sources I am courting or referral partners for the shared event. I have done things like a box at Cirque du Soleil, Harlem Globetrotters, minor league hockey, concerts, wine tasting dinner etc. You get the idea. Look around for fun things you enjoy, make your clients part of it and then write it off.

Plan 1 major customer appreciation event per year.

I typically try to keep it as simple as possible. I like to invite my clients to a minor league baseball game. I buy the whole section and they get hotdogs and peanuts. The whole thing is about $1,000 and everyone always has a great time.

Other Ideas

  • I take my best current years clients to the theatre for A Christmas Carol. This is an annual event that we have done for 12 years and my kids are part of it as well. Make it personal, let them see you as human and make a personal connection.

  • Pumpkin Day. At the office, vendors sponsor hot dogs, bouncy houses etc. We have a wonderful fun-filled day.

  • Bowling or Breakfast with Santa. Make it an annual event.

  • One of my favorites is I charter a catamaran for a sunset cruise. Adults only, 32 adults all having a nice time... This is for my higher-end clients.

With a little creativity, I am sure you can come up with some ideas.

I have attached a Client Marketing Calendar. Fill this up, use it for brainstorming...

Client Marketing Calendar
Download PDF • 42KB

What are your ideas and suggestions?

Till Next Time,

Johnny Mo

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