BRX Pro Tip: Ways to Nurture People Most Important to Your Clients
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, so much of our business is focused on serving the client’s client. What are some ways to nurture the people who are most important to our client?
Lee Kantor: [00:00:18] Yeah. This is an area a lot of people kind of forget about because they’re like, “Oh, I’ve got to get a client.” So once you get a client, you’ve got the clients, and then you’ve got to think of how you can serve them. And the best way to serve them is to serve the people that are most important to them. So in our world, that’s that client’s client.
Lee Kantor: [00:00:37] So, how do you help your client? You, number one, help them get another client. If you can help them get clients, they’re never going to get rid of you because nobody on their team is working. That’s what their whole business is about; it’s getting more clients. So if you, as a service provider, are able to help them get actual clients, they’re going to be as happy as can be. They’ll never get rid of you. So, remember, regularly connect your clients with people in your network that will help them get them as a client or refer them to be a client.
Lee Kantor: [00:01:11] Another way you can serve your client’s client is help them get attention. What could you be doing to help them get attention for their show, for their business? Can you send out a press release that announces their show or something great that they’ve done? Can you share their shows on your social media? Can you be spreading the word about the good work that they’re doing?
Lee Kantor: [00:01:31] Another way that you can help nurture the people most important to your clients is help them build community around with their clients. I mean, we have show hosts that do luncheons and dinners and events where they bring all of the former guests together and help them meet each other. Is there – can you do that? Can you help your client build an email database of their guests, their fans, the PR folks that are serving them, their listeners? If you can help them do that, you become indispensable.
Lee Kantor: [00:02:01] So, if you spend some time each week in helping your clients connect with the people in their network that’s going to benefit them, you are going to benefit in the long term. They’re going to be a long-term client and they’re not going to get rid of you. They’re not going to price check you. If you’re serving them in all these ways, you will become indispensable.
