Given the huge investment many businesses in our industry make to secure new clients, not only in terms of money, but also in effort, when they become our clients, are we then doing enough to nurture these relationships? It doesn’t take a rocket scientist to work out that it makes good business sense to learn as much as you can about your new client as soon as they make their decision to put their trust in you.
It’s about recognising that everyone is different, and that every business is different, each has their own unique set of needs. By getting to know them, learning what they need to achieve from their relationship with you, you can help them by ensuring they’re using the services you offer in a way that is optimised for their success.
We’ve found that clients use our four venues and event finding websites to promote themselves in different ways, which is great, but unless they fully understand every facet of the many opportunities that exist to promote through the site, then they may be missing out.
Our ethos is simple, it’s up to us to help them achieve what they want (and hopefully more) from their involvement with CYE Group. We do this by fostering strong relationships based on understanding. We seek to understand their business and its objectives and we help them understand the different options available to them. For example, through face-to-face meetings, CYE’s dedicated account manager for one of our hotel group clients gained a precise understanding of the group’s promotional strategy and was able to advise on ways it could use its listing on chooseyourvenue.com more effectively, while also encouraging its team to send in news stories and information that we could use in other places on the various CYE Groups sites. As a result, the group saw its CYE Group generate an enquiries increase of 41.96 per cent.
I have always believed you should treat clients like you treat your best friend. Take time for them, listen to them, stick with them during hard times, enjoy them and understand them, and then, like with friends, the relationship will remain mutually beneficial for many years to come.
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