3 Ways Entrepreneurs and Small Business Owners Can Build Clients for Life
Most service-based business owners dread the day when their work with a client has ended. Sadly, so many fall into this vicious cycle of working with clients, ending engagements and then going out to find more clients. This is the wrong way to build a solid, thriving and holistically successful business.
It doesn’t have to be this way if you create a systematic approach to attracting and retaining your clients.
You can avoid the quandary of suddenly being without clients by making sure you are always marketing and looking for your next client. Even if you don’t have the capacity to serve them now, actively marketing your business will create a rather nice low-hanging fruit list for you. Once you start your list, create an approach to stay top of mind with them so that when you have space to accommodate their needs, you’re positioned to get them as a client.
Building clients for life is a skill—one that if you don’t dedicate the time to, you won’t master. Here are a few tips to help you get started.
Solve one problem at a time. If you try to do too much with a client, you’ll likely not offer them a complete solution. Instead of trying to do it all, work together to identify the most important problem to tackle first. Doing so will help them to get complete resolution in that one area and it will help you to get a success story for the problem you solved. Use that very first session to create an action plan and tell your client the role you will play in each step of that action plan.
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Seed next steps consistently. Make sure that on a regular basis you are seeding the idea that when you’re finished working on X, your next step will be to work on Y together. If you do this consistently, you’ll be planting the seed that your client needs to continue working with you to get the next phase of the solution they are seeking. Then, as they notice they are experiencing the breakthrough they’ve been seeking, they will come to expect that you’ll continue to the next phase together.
Schedule a separate next engagement conversation. As you near the conclusion of your current engagement, schedule a separate conversation with your client to discuss the next set of work you’re going to do together. Assume that it’s happening. This level of confidence along with the plan of what you’ll be doing together next is sure to keep your client engaged in working with you.
Business optimization strategist, Darnyelle A, Jervey, is CEO of Incredible One Enterprises, a business consulting and coaching firm that helps entrepreneurs and business owners realize financial and spiritual abundance. Jervey is an award-winning coach, consultant, strategist and a best-selling author with 7 books to her credit, including her latest projects: “Burn the Box: 7 Breakthrough Strategies for Standing Up, Stepping In and Igniting Success” and “Market Like a R.O.C.K. Star.
Seo JungJin: Who is EY’s World Entrepreneur of 2021?
Seo JungJin, founder of biopharma firm Celltrion, which most recently developed an antibody treatment for COVID-19, has been named the EY World Entrepreneur of the Year 2021, becoming the first South Korean in the award’s 21-year history.
Regarded as one of the world’s most prestigious business awards program for entrepreneurs, the EY Entrepreneur of the Year celebrates visionary and innovative leaders from across 60 countries who are transforming the world and fostering growth.
JungJin, who is now honoroary chairman of Celltrion Group, was up against a worthy cast of entrepreneurial competitors, taking the crown from among 45 award winners across 38 countries and territories.
Speaking during the virtual event, JungJin described his own interpretation of entrepreneurship as something that brings together “a group of people toward a common vision, embracing challenges as opportunities and committing oneself to contribute to the greater good”.
Why was JungJin crowned King Entrepreneur?
A South Korean native and now 63 years of age, JungJin founded biopharmaceutical firm Celltrion in 2003. In the nearly two decades since its founding, Celltrion has lived up to its goal of advancing health and welfare for all by developing ground-breaking drugs to treat autoimmune disease, various forms of cancer and, most recently, COVID-19.
The company, which JungJin started with just US$45,000 and five of his colleagues, has since growth to more than 2,1000 employees with sales permits in more than 90 countries and revenues exceeding US$1.69bn.
According to the panel, JungJin’s story is a shining example of the power of an unstoppable entrepreneur to change the world with the pandel moved by both his incredible story and his purpose-driven leadership, innovative mindset and entrepreneurial spirit.
Described by the chair of the EY judging panel Rosaleen Blair as “representing everything an unstoppable should be” from taking on the world’s biggest health care challenges to consistently creating long-term value for his company, JungJin’s story is one of incredible tenacity and perseverance that the judging panel felt most represented the entrepreneurial spirit.
“He’s taken breathtaking risks, both personal and professional, to found Celltrion and grow it into one of the world’s leading biopharmaceutical companies,” says Stasia Mitchell, EY Global Entrepreneurship Leader. “His passion for creating affordable, life-saving health care and flair for tackling global problems has led to many treatments that have helped millions of people worldwide and was especially evident this past year through the creation of a COVID-19 antibody treatment.”
How did JungJin get there?
JungJin's entrepreneurial journey started at an early age when he worked as a taxi driver to get himself through Konkuk University in Seoul, South Korea. After studying industrial engineering, he rose through the ranks of Daewoo Motor Co. before losing his job amid the carmaker’s financial troubles following the 1997 Asian economic crisis.
Following this, JungJin started collaborating with colleagues to explore business opportunities in different industries, though none delivered lasting success. The turning point came after he attended a talk hosted by renowned scholars, which inspired him to focus on the biopharmaceutical sector.
And so he founded Celltrion with just US$45,000 of his savings. The launch of Remsima, credited with being the world's first antibody biosimilar, quickly moved Celltrion up the ranks of the country's fairly underdeveloped pharmaceutical sector. Celltrion followed this success with the launch of drugs for breast cancer and lymphoma that today are being used worldwide.
With ambitions to be the world’s first in different areas, Celltrion has pioneered numerous uncharted areas to great success over the past two decades, most recently responding to the global pandemic by successfully developing an antibody treatment for COVID-19 and working to ensure a timely supply of the safe and effective treatment.
“When I first started, my vision was to help patients gain access to safe, effective and affordable medicines and thereby enhance the quality of people’s lives,” explains JungJin. “The success of Celltrion has enabled me to expand on this while finding new ways to fuel my entrepreneurial drive.”