Prospecting and Retaining Clients

Every day we face the challenge of getting and keeping clients. I remind myself of this all the time. And lest I forget, within a very short time I am reminded by a noticeable drop in business followed by a decrease in accounts receivable. How could this happen in process serving where someone, somewhere is always filing a law suit (read – repeat customers)?

It is a common axiom that if you fail to give excellent service, face-time, or treat your customer well (repeat or not) someone else is standing by ready, willing and able to move you aside. In addition, customers go away. Through no fault of your own businesses close, partners move, retire or (heaven forbid) pass through the pearly gates.

I have experienced all of the above, and more, in my business. And, you will, too. Clients that I've had for 10+years have suddenly gone away for no apparent reason. Don’t make the mistake of becoming complacent about prospecting for and actively retaining clients. Replacing customer is no easy task.

Heed the old adage “it takes three months to get and keep customers and three minutes to lose them” as it is reality. Bottom line – do not rest. Keep a focus on ways to market to and maintain your clientele.