Top 10 Strategies for More Clients

Top 10 Strategies for More Clients

Top 10 Strategies for More Clients

From my own experience as a small business coach, I've discovered there are some things you just can't skip on the path to discovering how to attract clients and how to sell services effectively. If you skip these things, your business will likely suffer from "client drought."Small business owners often experience what I call "feast or famine" syndrome in their businesses. This is where some weeks/months they have plenty of clients and other weeks/months, they have very few or none. This article is a bit of a checklist for what may be going wrong.1. Identify your target market/niche so you don't waste time talking to and trying to sell to the wrong person. If you're still trying to sell to anyone and everyone hoping that it will result in more sales, it may actually be undermining your sales and depleting your efforts. A mentor of mine called that "getting hooked on hope-ium." Instead, commit to becoming crystal clear on exactly who you were meant to serve in your business and get laser-focused on what you can do to reach that market.2. Once you know who your ideal prospect is, find out where they hang out in groups (instead of trying to find them one by one). One person at a time is a really slow way to build a business, so profile your target market and research where they may be meeting in larger groups (local meetings, conferences, trade shows, seminars, workshops, online groups, etc) and show up there).3. When you meet someone who may be interested in knowing more about what you do, be ready with some type of irresistible free offer (I call it an IFO) that allows them to get a really great taste of what you do. For example, an audio, eBook, special report in your area of expertise, or something of value they'd really want. This is a great low-risk, low-pressure way to allow them to experience you. It's also the fastest way I know to attract ideal prospects because they "raise their hand" to let you know they're interested in your area of expertise.4. When you describe what you do, be sure to tap into your client's key needs and problems vs doing a pitch about you, your experience and your offerings. Remember, it's not about you. Position yourself as a problem-solver and not as a product/service seller. People want to know if you can solve their frustrating problem or provide some solution to their burning desire. Connect with that need.5. Fully embrace sales and selling. If you feel like you're avoiding sales, commit to discovering how to sell in an easy, effortless, pressure-free way. You don't have to come across as a "used car salesman." You probably just need to discover a selling approach that is an authentic fit for you and that produces sales.6. Don't get stuck in marketing only by word of mouth and referrals. There are countless ways to market your business. Be determined to seek out new options and make a commitment to implementing a multi-pronged marketing plan. Be determined to master the skill of marketing.7. After you get clear on your marketing actions, make sure you are executing them every single week in your business and not only when you need clients. Sporadic marketing produces sporadic results (and also the "feast or famine" syndrome). Consistent marketing produces that consistent flow of clients. We must make time for marketing; without it, our businesses are at risk for inconsistent or poor results. Marketing is the gas in your business engine.8. A large majority of business owners neglect to measure the results of their marketing. But if we don't measure, how will we know what's working and what's not? If a particular marketing strategy is not providing good leads, clients or sales, it may be time to tweak it or ditch it in favor of a more effective marketing approach.9. Ruthlessly manage your time daily to focus on income-generating, client-producing tasks first. Pick your top 3 highest priorities each day. Make sure they are directly tied to increasing your revenue. Avoid getting stuck in administrative tasks and minutiae. Get help so you can focus on your highest profit-producing priorities.10. No-one can run a successful business all alone. Get a coach, mentor, mastermind group, accountability partner, etc. Someone you can regularly tap into as a sounding board, to help you avoid costly mistakes, to help you see what efforts may be a waste of your time, to provide accountability for staying in action, and best of all, for opening your eyes to what's truly possible for your business.

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