Twelve Days of Christmas and Clients Too

For many of us that have begun the count down to Christmas day, let me suggest you do something a little different this year. As you begin to count down the twelve days of Christmas, why not count down the top 12 clients (or individuals) that have been especially good to you this year?

This is a little tradition that I started years ago that really provided me some fantastic clarity in terms of planning and preparation for the New Year The process is simple. Just as you begin the formal countdown to Christmas Day, take each of the twelve days and assign one of your top 12 clients to each of the days. Stick with me...you will like this.

Take the top 12 clients (or individuals) who have meant the most to you this past year and assign each of them their own "day" in 12 days to Christmas. Then as you begin your countdown, so should you spend some time reflecting on the client. Think about all that has been accomplished over this past year, think about the good and the bad that has possibly occurred. Take out a piece of paper and capture anything and everything that comes to mind. Spend no less than fifteen minutes thinking about all that you are thankful for and all that you need to improve on in the year ahead as it relates to your client (or individual). Be sure to capture that in writing.

What you will find is this will have an amazing impact. It sheds light on things you did exceptionally well that benefited the client and perhaps dusts off a few things you could have done better or improved on. This activity is very enlightening!

Once you have accomplished that, spend the next fifteen minutes brainstorming on how you can add more value to the relationship you have with them. How can you make a bigger impact for them in 2006? Really spend some time in your own head and think of ways you can be "of service" and you will be amazed at what comes out. Don't just think how you can sell them more or get more of their money in your pocket. Rather think about how you can add value to their organization; could you make an introduction to a prospective client they would like to have, should you invite the CEO or owner to an event that would allow them to meet some new people, should I do something out of the ordinary to show my complete and utter appreciation for their business. Trust me, you will come up with many things that you can do to make an impact if you truly commit to doing this activity.

Commit your plan to writing and then share at least one thing of value you plan to offer to your client in a hand written letter "of appreciation" to your main point of contact. Express some of the positive and negative points that you discovered during your reflection and share those as well. You will be amazed at how clients will respond to you when you admit there were areas you could have done better or where you flubbed up. It shows a genuine concern and interest for improving and building the relationship with them. Honestly you will be amazed at how people will respond in general to this very pure, very raw approach to building and enhancing the relationship.

I think you will find if you do this activity that the effort you put in during these next 12 days will have an unmistakable impact on the relationship you have with each of your top 12 clients.

Today is day one! Get to work!

Ripple On!