Why is it important to be top of mind to your past clients and referrers? In order to achieve professional success many focus their marketing actions on attending meetings to meet potential clients. While meeting potential clients is important don't overlook your past clients and other people who have already referred to you. Past clients and referrers know and trust you and the service you provide. They are already convinced that you do good work! They can be great sales people for you. Here are some marketing tips to be top of mind with them. It will lead to professional success for you!

1. Client Survey - Once you have completed the work for the client, ask him or her to rate your service. This will help you to improve as well as give the client an opportunity to be involved in the way you practice. If you make a change as a result of the survey, be sure to let those who answered the survey know.


2. Cards - Mark important occasions with a card or note - Be sure to send holiday cards, birthday cards, and notes on any other special occasion.

3. Shared Interests - Do you and the client or referrer share an interest? It could be golf, theater, or stamp collecting. Find an event applicable to that interest. Invite the client to go with you.

4.nYour Interest - Share an interest of yours with the client or referrer. Perhaps you have a boat or volunteer for a museum. Invite the client or referrer to participate in your interest.

5. Client Interest - Client or referrers have their own outside interests that they sometimes mention. When appropriate attend an event in which you know the client or referrer has an active interest. As an example the client may be active in a particular charity that has an annual fundraiser. Join the client at the event.

6. Mailing list - Use email addresses or regular mail to periodically update the client or referrer about changes in your specialty and/or changes in your practice.

7. Promotional Item - Send or give client or referrer an interesting promotional item. There are lots of interesting items that clients might value. Get creative here or stick with the tried and true: Pens, Pads of paper, business card holders etc.

8. Open house - This is a nice way to thank past clients and valued referrers. Many professionals have a yearly event. Give a short welcoming talk to update clients and referrers about new employees and anything else that is new for you and your practice.

9. Presentation - When making a presentation that has interest to particular past clients or referrers, be sure to invite them to the presentation. A professional could also give the same presentation in his/her own office specifically for their clients and referrers. By inviting a group of clients and referrers to your office to hear the presentation you are giving them the added benefit of networking with each other.

10. Telephone call - If you haven't seen a client or referrer in a while, give them a call just to see how they are doing. Past clients and referrers appreciate and value your attention and kindness. Alvah Parker is a Practice Advisor (The Attorneys’ Coach) and a Career Changers’ Coach as well as publisher of Parker’s Points, an email tip list and Road to Success, an ezine. Subscribe now to these free monthly publications at her website www.asparker.com/samples.html Parker’s Value Program© enables her clients to find their own way to work that is more fulfilling and profitable. She can also be reached at 781-598-0388