It can be challenging for dietitians to gain new clients, particularly during off-peak seasons such as summer when many potential clients are away on vacation. It is during these times that I rely on my best-practice tactic of nurturing the relationships that I have with my existing clients. Doing so will allow your dietitians to retain their best clients, and may even work towards attracting new clients by word of mouth. Nurturing these relationships takes little effort, but generates big rewards for business.
Listed below are some tips that will allow dietitians to retain clients through nurturing their relationships with them:
1. Understand Clients’ Needs:
First and foremost, you must clearly understand what the clients’ needs are. Definitively addressing clients’ goals during an initial consultation will allow dietitians to customize their plan. Even though dietitians might have a varied array of skills, it is best to utilize the services that will help clients achieve their objective.
2. Set Expectations:
When delivering clients’ plan, be sure to clearly describe services and how they will be delivered. This allows for the monitoring of progress along the way, which should be documented and reported periodically. This practice allows the client to achieve success in reaching his or her goal.
3. Do Not Over Promise:
After clients’ needs are understood and their expectations of services have been addressed, it is best dietitians do not fall into the temptation of over-promising. I have seen it before, where consultants excited over new business begin to extend unrealistic promises. The problem occurs when they cannot deliver on these promises and a client starts to doubt. Once a client doubts your services, it is difficult to regain their trust. Instead, make it habit to go beyond their expectations whenever possible.
Denise Hernandez is a registered dietitian at The Houstonian Club in Houston, Texas. For advice on how to implement weight management or nutrition programs in your club, e-mail her atdhernandez@houstonian.com.
