Posts Tagged ‘how to get more clients’

How to Get More Clients: 5 Quick and Easy Tips

Sunday, November 4th, 2012

No matter how well your business is performing or how many sales you’re bringing in each month, there’s always one thing you and every other company out there could use more of: customers. Modern customers are savvy. They want the best services for the best prices, and they’re willing to go the extra mile to get that. You can’t just throw up a TV commercial and expect them to come in flocks; you’ll have to learn how to get more clients in creative, forward-thinking ways that really address customer needs.

 

Try out some of these strategies:

 

Give a Freebie

Learning how to get to more clients isn’t just about selling to customers; it’s about enticing them. Try giving away a free gift that can get new customers hooked and introduce them to your services at the same time. If you’re an interior design firm, giving away a free ebook or report on the latest design trends or Feng Shui. If you’re an SEO firm, maybe you could offer complimentary website assessments. This way, you’re meeting the potential customer’s immediate need, while also getting your brand in their mind. After they’ve gleaned great info from your freebie, they may consider your products and services now or in the future.

 

Use the Web

The internet is a powerful tool. With very little overhead, you can easily leverage it to build up customers and cultivate client leads. If you don’t already have one, ensure your brand has a web presence. Most customers will look up a company before doing business with them. With this in mind, you should have a great website up, one that explains who your company is, what it does, and how its services can benefit customers. Make sure you have a mobile version, too. The majority of your customers likely have a web-capable smartphone, so the chances of them seeing your site on the go are high.

 

Social media can be a great way to bring in new leads, too. Set up a Facebook, Twitter, and LinkedIn page and include links to these pages in your newsletters, on your website, and other online resources. Your existing customers will likely be the first to join up, but once you start posting company updates, news, exclusive content and more, they can easily share and re-Tweet your content, exposing you to hundreds of other potential customers.

 

Pitch to Other Businesses

When figuring out how to get more clients, you don’t have to be all alone. Work the local business community to find potential partnerships you can leverage. Attend networking events and schedule sit-downs with company leaders to discuss how your services and products could directly benefit them and their business. If you sell cooking supplies, meet with leaders of local restaurants and offer to be their sole provider of kitchen items. Schedule a pitch meeting with local businesses and discuss stocking their in-office kitchens.

 

Focus on your Reputation

A great reputation can take you a long way. Customers do business with companies they feel comfortable with, ones that are known for providing great service and really delivering results. Focus on having top-notch customer service, offering quality products, and pleasing your existing customers. The happier your existing customers are, the more likely they’ll recommend you to a friend or family member. Also, ensure your company is listed on review sites, like Yelp, Google Places, and more, so when you make a customer particularly happy, they can post a public review for all potential clients to see.

 

Want to discover how to get more clients for your company? The Connell Curtis Group can help. Contact us today about our business consulting services.

How to Get More Clients by Being Proactive

Tuesday, September 25th, 2012

No matter what your business or service is, you likely are in constant need of new business as well as focused on retaining the business you have.  Some companies struggle with this balance of how to get more clients while keeping the ones you have and may focus too much on one or the other. This can lead to a reactionary style of business operation.

 

In the early stages of a business, it is almost all pro-active work. Everyone is selling the business and working to gain market share and revenue. It is easy to stay focused on client satisfaction and new business because it dominates the day-to-day activity. However, somewhere along the way, many businesses reach a saturation point with their resources allocated to customer service, and management loses focus on top line revenue and slowly shifts to cost saving and more bottom line management.

 

A systematic overhaul is required if this is happening on your organization. Top line sales needs to become the focus once again. A pro-active approach to rebuilding the business is based largely on improved client and customer communications. Instead of servicing clients in a reactive manner, use a pro-active approach of reaching out to your customers in a more collaborative way. By sharing and discussing the mission and objectives of your respective firms, you will discover common objectives that you both can work to achieve.

 

Personalize the process of service delivery. Maybe another employee in your organization who is not normally customer facing, is introduced to the client, or simply communicates with the client through a note or card. By doing small ordinary things, you can end up being extraordinary in result.

 

Make sure your business development team is actively working each of their clients and prospects for referral business. Salespeople tend to focus on selling a particular client. However, being aware of this mindset and focusing on clientele as a collective group can be beneficial. Always be thinking about how to get more clients.

 

There is power in relationships and referrals. Harness it.

How to Get More Clients Using Relationship Selling

Saturday, September 15th, 2012

Some of you remember when there were no computers, email, voice mail, fax, double shot skim lattes; then you must remember a time when it was necessary to actually “talk” to your customers (on a rotary dial telephone).  I can’t tell you how many “seasoned” salespeople have told me, “When I started in sales, my manager gave me a desk, a phone book, and told me to start dialing”.  Of course, what they were instructing you to do was to “cold call”. Cold in this sense means that there is no relationship formed in advance, but you initiate the process of building that relationship. For business professionals, the relationship cannot end when the check gets deposited in the bank. Continually nurturing the relationship and staying engaged is a major tactic of how to get more clients.

 

Is Anyone Home?

 

Companies, salespeople and entrepreneurs, have gotten to be pretty good mass marketers. We use email broadcasts, flashy fliers, and brochures that we can even produce at home. We even have a multitude of new advertising outlets to promote our goods and services from the internet, social media, to the posters above the urinal at the sports bar. (Is there no sanctuary anymore?)

 

Just about every one of them directs the targeted audience to the company website for further information. Imagine that…companies spend millions of advertising dollars telling people to contact a computer for further information. But I don’t know what is worse, contacting a computer, or calling in to a company and getting 15 voice mail prompts and then voice mail (if you remember how to spell the person’s last name). Where have all the humans gone? Here’s a challenge; pretend you are a customer and call your own company. Do you get a warm fuzzy from the experience, or do you feel like it was a hassle for them to finally take your call? Did you have to leave a message? How often does this happen? Is there any human interaction at all?

 

Are All of Your Employees Salespeople?

 

The Scottish poet Robert Louis Stevenson once said, “Everyone lives by selling something”.  It doesn’t matter if you are the CEO, a salesperson, the receptionist, or the company accountant; you are all selling yourselves and your company with every interaction.  Even when you interviewed for your position, you were selling yourself. More importantly, you were creating a relationship that continued into your employment. If you were a good interviewee, you were asking questions as well, showing your interest in the company and setting the basis for a mutually beneficial relationship.

 

How to get more clients?

 

Keep in mind that you are in a constant state of selling yourself and improving relationships, whether it is with your boss, your customers, your vendors, or your employees and stakeholders. The synergy you create using the relationship-selling model will produce amazing, lasting results that will get more clients as time goes on.

How to Get More Clients: A Simple Roadmap

Sunday, August 26th, 2012

As business consultants, one of the most common requests we get is how to get more clients. While you may have “built a better mousetrap” or provide a highly valuable service, you cannot stay in business without building awareness of your business or brans and the value it provides. Many businesses associate marketing with sleazy sales techniques and other dirty work, but effective marketing doesn’t have to be a drag. Follow this simple roadmap to have more fun, get more clients, and keep them coming.

 

This process can take as little as five hours a week; it can displace much of your current marketing efforts, and it can be a source of deep satisfaction. In essence, you build awareness, a good reputation, repeat business, and referrals by being remarkably helpful and generous within your niche. Then, you get more clients as a byproduct, without any need for the hard work of advertising and “schmoozing.”

 

The Power of Giving to Get More Clients

 

A retired DEA agent once mentored me, encouraged me, and even lent me money to help me build my business, without my request, and without asking for anything in return. I could not figure out what was in it for him. There was absolutely no way I could ever repay him, and he knew it. I found out over time that he was generous because he liked being generous, and he wanted to honor all the generosity and good fortune that had contributed to his very own success.

 

However, his success not only contributed to his generosity, his generosity also contributed to his success. I noticed his office was overrun with notes of appreciation, plaques, gifts, and unused bottles of wine. It immediately was clear how true generosity—without expectation or quid pro quo—was a substantial driver of this man’s wealth.

 

Even with the help of others, when I recognize a chance to be truly generous myself, I still can’t help but feel like I can’t afford it. In such moments, I have to remind myself that I can’t afford NOT to be generous. As Florence Nightingale said, “no one ever got poor by giving too much.” What you give of yourself does not need to be monetary; you can give with time, your expertise, or in a whole slew of other ways.

 

8 habits you can use right now to Get More Clients

 

These tips are heavily influenced by Michael Port, business consultant and bestselling author of “Book Yourself Solid,” who like us maintains that the best way to get more clients is to enthusiastically and generously provide a high-value service.

 

We have all experienced sleazy generosity, when someone pushes a freebie on us and then hits us with a request to give back. True generosity means you don’t ask for or expect anything in return. Somewhat paradoxically, that is the best way to ensure you actually get something in return.

 

If you still feel that you cannot afford to give away your service for free, consider diverting some of your marketing spending to the following method and seeing over time how much better of an investment it is.

 

You can enact this relationship-building and “referral engine” process in a single afternoon, by setting up recurring events in Google Calendar, iCal, or Outlook.

 

1. Assemble a list of your current network, people you know and are friendly with, and insert their contact information into a relationship management tool, such as Plaxo, Highrise, Google Contacts, or Microsoft Outlook. You may only have a handful, and that is okay. The point of this exercise is to start with a few high quality relationships and build up to no more than 150 high-quality relationships over an extended period of time.

 

2. Designate an hour each business day for relationship-building activities. If you don’t have an hour, make sure you spend at least 15 minutes. Something is far better than nothing.

 

3. Every business day, introduce two people within your network who don’t know each other, based on shared interests.

 

4. Every day, send a helpful article to three people in your network. This is an easy way to let them know you are thinking about them (and their problems – which your business solves).

 

5. Read 1 or 2 books each week to build expertise you can share with others.

 

6. For at least an hour, once or twice a week, liberally share helpful information with people in your network, via meetings, personal emails, and participating in the Answers section of LinkedIn and on Quora.com. Don’t show off or give unsolicited advice and don’t shy away from providing solutions that you don’t offer. True generosity is hard to forget and impossible to fake.

 

7. Once a week, hang out with some colleagues based on shared interests. Check meetup.com and craigslist to get started.

 

8. Create a weekly, biweekly, or monthly event in which you invite people to learn the value of your product or service. Make it fun, something worth inviting a date to, and so inexpensive to participate in that it will be difficult to turn down.

 

For example, a nutritionist teaches weekly classes on cooking a healthy meal with your loved one, in which participants learn by doing and get a cheap dinner date out of the deal. She videotapes the sessions and posts them on her blog.

 

In another example, a small business coach hosts weekly Q&A webinars for free, in which he helps small business owners out of their quandaries. Participants have the opportunity of free advice, and he provides a very clear demonstration of the value of working with him. This free event takes only an hour a week and feeds his business regularly with high-quailty clients and referrals.

 

A group format for your hosted event is necessary to make it worth your while and fun for the participants. Be sure the event is all about them and solving their problems, and that it is fun enough to invite a friend to.

 

9. Talk to people wherever you are. Ask them about their goals and dreams. Be helpful when you can. When you hear a “trigger” that expresses a need for what you do, invite them to your event, no strings attached. Making it really easy to sign up and difficult to turn down will help you get more clients in the door.

 

The result of this everyday habit of being open, generous, passionate, and interested in other people, when it comes to bringing the world the value you provide, will make you memorable, referable, and desirable as a professional in the marketplace. Your network, and your business, will inevitably grow as a result.

 

Also important, you will have more fun running your business, without having to scrape up leads, make cold calls, “work your network,” be a pushy salesman, or any of those other marketing activities that most of us hate, whether on the giving or receiving end.