Want To Get More Clients Easily?
This is a follow on post to how to get clients now, when we ran through Step One of what you should have in place so that you’re all ready for that important first client. To re-cap…
Step One: Get Your Client Infrastructure In Place
There’s an important step between starting a business and actually being client-ready so although you shouldn’t spend a lot of time here, it can be a pretty important milestone to tick off.
I find that it gives you that psychological readiness to get out there and bring the clients back in.
Step Two: Put Yourself Out There
OK I can already hear you saying, yeah, I know this, and I am putting myself out there. But chances are that you’re staying inside your comfort zone and maybe also behind your computer? Be honest! If this is you then it’s time for some tough love - and although you can probably make a pretty good job of this yourself – you do need to really put yourself out there.
Just count up for me how many different ways you are out and about with your potential clients? You’re probably already on the internet, blogging, commenting on blogs, on twitter (that’s four). But are you also doing speaking gigs (highly recommended), networking in person, in forums, on youtube, on other people’s websites, in the newspaper, in magazines, on local radio, on blog radio, doing teleseminars, telling all your friends and relatives, even work colleagues. That’s at least another twelve.
I don’t want you to rush out and do everything in a scattergun way. Think about where your ideal clients are and pick a new way to interact with them that takes you just a little way outside your comfort zone. The go for it. Add one more each week or every couple of weeks until you feel really comfortable in your client’s environment – you know them personally and they know you. Not only is this a fantastic way to get know and build your list, but you’ll also be getting great market research.
Step Three: Snag That First Client
It’s now time for the ask. Don’t just wait for the clients to come to you when you’re starting out. You’ve got people on your list now, you’ve built your credibility and you might even have some written feedback from those speaking gigs to use as testimonials on your website or in your promotional material. What next?
I want you to try out this one simple technique to ask specifically for what you want (and get it):
- Decide which of your entry level services best fits the needs of your ideal clients.
- Identify one group of ideal clients that you are already in contact with – this might be your email list, or it might be a networking group you go to, or your ex-colleagues, friends, or an upcoming speaking arrangement.
- Contact them and let them know that you want to make a special offer available only to them.
- Explain how it will benefit them, what it is and what you want them to do. Your pitch should let them know that it’s a new service, you’ve designed it around their needs and you are going to make a special offer only to them.
- Tell them that you are offering your new service at a special introductory price only for them (if you’re unsure what to offer, start with half price) and that you know it will benefit them (explain how).
- Also explain that, in exchange you are looking for feedback on the service to help you improve it and maybe a comment or testimonial that you can use as you roll-out the service.
- This sets up the exchange of value – you’re not discounting your prices because you are new in business but because you are making an exchange with them for their feedback.
- Make sure that you put some parameters on the offer, and explain them. It’s just for them and you have a time or number limit (tell them what this is, e.g., only if you book up with me in the next week only, the first ten clients, etc).
- Be very clear about what you want them to do next – do they call you, fill out a form – give it to them.
- Then be very clear about what you will do next – are you going to call them back, will they get an email from you? Whatever it is make the process as straightforward as you can.
- And, depending on how you chose to get the news out about this, send them a reminder, or two reminders up until your deadline.
You can take action on this right now by identifying at least one action you can take to get yourself in front of more people more than you are doing already, and you can decide immediately who you are going to offer your new service to.
I’d love to hear back from you about what techniques have worked for you, what haven’t, and what other questions you have. Just leave a comment below.
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