How to get new clients is often a struggle for business owners so here’s 6 ways to do this powerfully.
1. Focus on what gets results
This may seem obvious, but make sure that what you’re doing to get new clients actually works! Often people take the big mud approach – take a big pile of mud throw it at the wall and see what sticks (and keep doing it).
This is great if you have time and money to throw away, but if you’re like me and you like to get ahead and have more time to do what you want to do, then focus on what gets results. Don’t waste your efforts on things that don’t work.
2. Only use what you can measure
To know what works, you have to measure it, so only use what you can measure – and keep the stats and review them! This is as simple as tracking any online ads you have or making sure that when someone comes into your store or calls you up you ask them “How did you hear about us?” or “What made you come into the store today?”
You keep these stats (doesn’t matter if it’s in Excel or Google Analytics) and then you review them, weekly or monthly to see what’s working and what’s not. Remember the world is changing faster now than ever before, what worked six months ago may not be working any more and you want to know that as soon as possible.
3. Make sure you have great strategies
It’s easy to think there’s only 1 or 2 ways to do something but we live in a fast changing world and I know there are strategies you have never even heard of. Why does this matter?
A lot of people look at Facebook and have been told “You need to set up a business page, post content on there, drive traffic to it, set up an opt in box to get them your list, provide valuable content, then you can sell something to them.”
Now this is a strategy that works – and I use this strategy myself BUT it’s not the only way to do it – and can you see how there’s a lot of steps, first this, then that, then…. What if there was a faster easier way?
There is and I know a number of people who make money on Facebook/LinkedIn without business pages, without jumping through all those hoops and in a way that’s repeatable. What difference would that one strategy make to you? And that’s just one example!
4. Use focus
Focus is a powerful thing – just look at the sun; it won’t do anything to a pile of wood normally, but add a magnifying glass to focus it and you’ll set the wood on fire. So how does this apply to getting new clients?
Some marketing consultants recommend having 20 ways to get new clients and I’m not opposed to this, however if you try and add 20 ways to get new clients at once what will happen?
Probably not much.
None of them will be done well, and none of them will have the time and energy focused on them to get results. So by all means add multiple ways to get clients (as Dan Kennedy says 1 is a dangerous number) but only add 1 to 5 at a time – and probably 1 or 2 at a time is ideal.
Be strategic about it too – list 20 ways you could get new clients first and then pick the ones that you think will work best to use first.
5. Get Feedback – early and often
I see this all the time (and blown it a few times myself!) so from personal experience – don’t go too far down the rabbit hole unless you are certain it’s the right way to go.
This means don’t do a whole lot of work unless you have a great strategy and evidence that this will work for you and your business (now obviously everything has risks) but before you spend 6 weeks building a new client funnel how can you get feedback more quickly?
For example I love talking to people one on one, whether it’s a conversation in person (preferable) or talking on Skype you can get instant feedback on your ideas. You can see when something doesn’t sit well for someone, when it turns them off.
Compare this to spending weeks or months setting something up – can you afford to do this? Is it the right time for that in your business or do you need to get results quickly and easily?
If you need results quickly then use a strategy that allows great early feedback.
6. Where are your clients?
Make sure you know where your clients hang out – these are places you can get your message to attract them as clients. It could be a Facebook group, it might be a local networking event. However you do it make it so you can get in touch with multiple potential clients, so you get leverage in how you get new clients.
Another way is to find people who serve your clients (not in direct competition to you) so you can partner with them. With their help you can tap into their momentum and reputation – because these both supercharge your results. Here’s how:
- You get access to a group of people (instead of just one or two)
- These partners already have a relationship (and hopefully) trust with their clients so you get better results
- It can be low cost (mail/phone) or virtually no cost (email/social media)
- You can both grow each others businesses – create a win-win relationship
7. Don’t get caught up in the B.S.
Here’s a bonus way to do this with even less effort – make sure you’re only doing things that you have to do. Sales and marketing can be confronting – most people don’t want to pick up the phone and call someone to try and sell them something or much less speak at a networking event.
I could go into the details of why this is (let me know if you’re interested and I’ll cover it in a future post) but all you need to know is that when it comes to getting new clients your Confrontation Avoidance System will kick in. So suddenly you’ll need to clean out that filling cabinet, or get caught up in that really interesting article Sally sent you. Don’t get caught by this, make sure you
- Do not get distracted
- Focus on what really matters
- Don’t get caught up in minor details
- Stay on task
Because when you get your Confrontation Avoidance System Handled – it leads to C.A.S.H!
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Join the discussion 4 Comments
Great article Andrew. We all know this but don’t always do it! Getting instant feedback is a great idea – I’ve been down the track of thinking I had the best service since sliced bread only to find out after months of putting it together that no-one was interested! And Focus is the key to success!
Easy trap to fall into Bernadette, but so crucial to check our ideas (with the right people of course). Focus and discipline are so crucial you are right.
I see a number of blogs coming from this one. Business must be on purpose and without BS but most of us are so into believing the BS that we often dish it
Business must be on purpose without BS – but we can get caught up in drama and let it slide, so crucial to keep it real, thanks Roberta.