How do you win and keep expat clients?

Discussion in 'New to import/export? Read these before posting' started by ANye, Jul 22, 2013.

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  1. ANye

    ANye UKBF Contributor Full Member

    Posts: 36 Likes: 6
    The saying goes that it is harder to gain new clients than it is to retain the existing ones. That may be true and millions of words have been written on the subject but a hefty spanner is thrown into the works when those existing clients move overseas. For a whole host of reasons, client acquisition is harder across borders but retention can be immeasurably more frustrating in such circumstances.

    It isn't a lost cause though and there are steps you can take to ensure you maintain contact, stay engaged with your clients and continue to earn income even when you are separated by thousands of miles, oceans, mountains and an exchange rate.

    1 Deliver a quality service

    It probably goes without saying that your most important asset is the delivery of excellent service.

    2 Keep your data current

    Ensure you check and update contact details whenever you speak with clients.

    3 Ensure your offering is relevant

    A practice which deals solely in UK taxation and accounts may well find that huge sums spent on maintaining contact with all their expat clients may be a hiding to nothing. Knowing your individual client's needs and circumstances will allow you to target relevant information towards those who can use it. It will also ensure you avoid being seen as spammers and mean you do not expend time and manpower unnecessarily.

    4 Partner with relevant service providers

    Whether you do or do not have services that can assist your expat clients, there is a great deal to be gained from partnering with companies which can provide services which complement your own.

    5 Engage with your clients

    Printed media is largely ineffective when it comes to clients in other countries; you have less idea of whether it arrives and you have no way of knowing whether it was read. Interaction through social media, email, web articles etc. vastly improves the whole process of staying in touch with your clients and keeping your name in their minds.

    6 Events and expos

    If you have clients in a reasonably tight geographic location and where the costs are not prohibitively expensive, it is often worth arranging meetings on a seminar or breakfast briefing basis. A face to face opportunity to keep in touch with important clients is always worth considering and these often work best when partner companies get involved and share the costs.

    7 Incentivise

    There can be no better introduction to new clients than from satisfied and well looked after existing clients; especially in an expat community. Why not incentivise your existing clients to refer business to you.

    These are our main tips when attracting expat clients. Let us know what you think and, if you have any more, feel free to add yours!
     
    Posted: Jul 22, 2013 By: ANye Member since: Mar 8, 2013
    #1
  2. alylory28

    alylory28 UKBF Newcomer Free Member

    Posts: 3 Likes: 1
    Expat clients can be really profitable to your practice. This free guide authored by Halo will give you the insight you need to develop this sector into a new practice revenue stream.
     
    Posted: Aug 22, 2013 By: alylory28 Member since: Aug 22, 2013
    #2
  3. MilesWeb

    MilesWeb UKBF Contributor Full Member

    Posts: 99 Likes: 7
    The most important aspect for retaining the customers is knowing what they want. You must be aware of the customer's expectations.
     
    Posted: Dec 10, 2013 By: MilesWeb Member since: Dec 6, 2013
    #3
  4. shanayas

    shanayas UKBF Newcomer Free Member

    Posts: 7 Likes: 0
    Nice!! Such strategies are implemented in all the businesses.
     
    Posted: Dec 10, 2013 By: shanayas Member since: Nov 29, 2013
    #4
  5. JessicaS

    JessicaS UKBF Newcomer Free Member

    Posts: 5 Likes: 0
    Nice tips. I would also like to suggest one that keep in touch with your customers and always listen to any complaints or problems with an open mind. This will help in retaining your customers.
     
    Posted: Jan 15, 2014 By: JessicaS Member since: Nov 9, 2013
    #5
  6. Jacek

    Jacek UKBF Newcomer Free Member

    Posts: 21 Likes: 0
    All it is true. However there is missing one point, which stays in front. First you need to find right person to attract him. Then you may build relationship and do a business. Usually it takes time, money, you face culture difference and misunderstanding before you start going correct way. Unless you leave the foreign market...
     
    Posted: Jan 20, 2014 By: Jacek Member since: Feb 18, 2013
    #6
  7. Jet Virtual

    Jet Virtual UKBF Enthusiast Full Member

    Posts: 869 Likes: 234
    I wonder if there is a website for Expats who are still doing business in the UK ... anyone?
     
    Posted: Jan 22, 2014 By: Jet Virtual Member since: Mar 21, 2011
    #7
  8. Sandy G

    Sandy G UKBF Newcomer Free Member

    Posts: 7 Likes: 1
    Know exactly what your clients want, give your clients at least 3 best options, be responsible and always put yourself in client's situation to think what he may concern about and solve the problems for him. Always keep your words and be responsible even that means you may lose money but you will gain trust and reputation from it which is much more valuable.
     
    Posted: Feb 28, 2014 By: Sandy G Member since: Feb 28, 2014
    #8
  9. DexSmart

    DexSmart UKBF Regular Full Member

    Posts: 229 Likes: 26
    That's an open minded way on how to keep your business running, and I agree with it. But what if someone doesn't have the right qualification or due the lack of time, is hard to update to all those good principles. Because if we start and analyse everyone out there who sells something and is a service provider we will see that all have administration problems. I like how on Germany, who ever wants to start a business has to pay a fee, a big one to start it. I guess on some areas we really miss the professionalism and the fact that business people are just about money, and many forget about relation with clients, at the end be a big family.
     
    Posted: Mar 19, 2014 By: DexSmart Member since: Jan 10, 2011
    #10
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