In the last post I mentioned the importance of nurturing your relationships with your existing clients which is just as important as seeking out new business.

A really good way of making you stand out from the competition and keeping your client coming back to you is to add value.

When I was a buyer of training, I had a budget to work to for sure but often my decisions were made on factors other than price. Added value – things like knowledge of the business and credibility with people within the business, flexibility and reliability were much more important to me. So think about ways you could add value to your clients:

- Introducing new contacts
- Providing a little ‘extra’ that they were not expecting
- Recommending and finding a trainer for them to work on a project you can’t source
- Giving them a no charge meeting to discuss business issues

These little things can often mean a lot and will go a long way to ensure that your client keeps coming back for more.