A QUICK, EASY & RELIABLE WAY TO GET MORE CLIENTS

According to the US Small Business Administration, 90% of service businesses will fail within the first five years. They fail not because they don′t offer great services and products, but in large measure because the owners are uncomfortable with traditional marketing and sales methods. They’ve not created a steady sales pipeline of prospects that will help them to get more clients. A Quick, Easy and Reliable Way To Get More Clients

Until I set up my own business, my job responsibilities had never really included selling. My aim in my first year of business was to have eight 1:1 business coaching clients. But until I hit upon Michael Port’s book, Book Yourself Solid by Michael Port, I wasn’t sure how I would achieve my goal. Book Yourself Solid sets out a system for generating sales that feels natural, non-pushy and achievable. It’s a great system for service based businesses to get more clients. But it could work just as well for product based businesses. Book Yourself Solid is on my list of recommended reading.

Since those first months in business, I’ve adapted the Book Yourself Solid system to suit me. This is how it goes.

The starting point is my ‘list of 20,’ my ’networking list of 90’ and my ‘ongoing list of contacts.’

My ‘list of 20’ includes the names of people who I don’t currently know, but who are the type of people that I’d like to collaborate with at some point in the future and who I admire. These people are strangers to me right now and have no idea that I exist! If I were to host an online summit right now, these people would be my dream speakers. For a product based business, if for example you sell Fairtrade coffee, your list will include the owners of cafes, independent grocers and supermarkets – decision makers who could stock your products.

My ‘networking list of 90’ includes former clients, business associates and people who could tangentially influence my business success. People that I’ve been meaning to keep in touch with but have maybe been ‘too busy.’

My ‘ongoing list of contacts’ includes friends, clients and business associates who I’m in regular contact with.

I have each group saved as a private Twitter list so that I can interact with members on a regular basis through social media.

Here’s what I do then.

I send one note, normally by email, to at least three people every day that says “thinking of you.” For example, it might:

  • Literally say ‘thinking about you.’
  • Wish the person a happy birthday
  • Suggest we catch up for a Skype coffee chat
  • Congratulate the person on a recent accomplishment.

I share my knowledge, by sending an interesting article to send to at least one person every day. I only share an article I’ve written if I know the topic is of particular interest to the person.

I help my network, by introducing two people I know to each other where I think this would be of benefit.

I reach out to one person on my 'List of 20' every day. I might for example write to them expressing appreciation for a book they’ve written.

These communications are designed to further our relationship and extend my network - not to sell.

[callout]To find out more about the different ways of working with me, click HERE. If you’re familiar with my work and would like to discuss how I can help you grow your business, book a Skype coffee chat using this link. There’s no hard sell. Just solid advice and a straightforward, honest assessment of whether 1:1 business coaching or business consultancy would be a good fit for your business, the results you can expect and how to get started.[/callout]

Now let’s do the maths.

  • By following my system, I contact a minimum of 7 people every day.
  • Let’s assume there are 20 working days in every month. This gives me 140 contact points with my network, irrespective of any other activities I do.
  • Over the course of the year, this works out at a whopping 1680 contacts!

In conclusion, if you do these quick and easy activities consistently, and if you’re relevant to the people that you want to build better relationships with, then you’re going to be top of mind when they think of someone who provides the kind of products and services that you do.

A pretty simple to get more clients, don’t you think?

[callout]To find out more about the different ways of working with me, click HERE. If you’re familiar with my work and would like to discuss how I can help you grow your business, book a Skype coffee chat using this link. There’s no hard sell. Just solid advice and a straightforward, honest assessment of whether 1:1 business coaching or business consultancy would be a good fit for your business, the results you can expect and how to get started.[/callout]

Join The Conversation

Question: What’s your top tip for developing and keeping yourself top of mind with your network so that you get more clients?

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I’m Denyse Whillier, a London based business coach and consultant. I guide entrepreneurs from across the globe to achieve profitable, scaleable growth and create businesses that are Built To Succeed™. Built To Succeed™ is my proven success system, developed during my 8 years in the trenches as a CEO, 25 years’ experience at senior leadership and managerial level and training at Cranfield School of Management, the UK's leading business school. It's this background that sets me apart and helps my clients to get BIG results.
I’d love to start a conversation. Simply use this link to arrange an informal Skype coffee chat. There’s no hard sell. Just solid advice and a straightforward, honest assessment of whether 1:1 business coaching (or business consultancy) would be a good fit for your business, the results you can expect and how to get started.
To get a copy of my e-book, 'How To Take Control Of Your Business ... And Get Off The Financial Roller Coaster,' click HERE.