Growing Your Business through Client Retention and Community

• Author: Victoria Pynchon/Joe Kraynak (With)
• Profession: Mediator, author, speaker, negotiation trainer, consultant, and attorney with 25 years of experience in commercial litigation practice/Professional writer who has contributed to numerous For Dummies books
• Pages: 289-302

Chapter 17

Growing Your Business through

Client Retention and Community

In This Chapter

▶ Taking steps to attract repeat customers

▶ Building your own referral network to generate business

▶ Networking through professional organizations and other groups

▶ Attending mediation conferences

▶ Engaging in training and public speaking

B

uilding a business requires more than hanging your shingle and market-

ing like mad. To grow your mediation business and maximize your

earning potential, you have to accomplish two goals:

✓ Keep your best clients.

✓ Get more great clients through marketing and referrals within your

community.

In this chapter, I show you how to accomplish these goals through client

retention and referrals. (Chapter 16 covers the marketing component.)

Getting Repeat Business

One of the best sources for new business is the clients you’ve already served,

so keep in touch with them. You want to show your clients that you care

about them and that you’re more concerned about what you can do for them

than what they can do for you. The following sections explain how to identify

your best clients and show your appreciation.