It is important for you to continually upgrade and attract new clients. Most individuals in our profession generate 75% of their sales from less than five clients. That way of conducting business is NOT recession proof and could lead to inconsistent sales and profits.
Today, I want to share with you seven of the most overlooked tips for attracting new clients. Before you implement these tips, though, be sure to conduct revenue modeling so your marketing efforts target your best business.
Study where your firm has successfully made placements and fills and not where you are writing job orders, temp assignments, or contracts. Remember, 85% of your marketing efforts should target your best business.
7 overlooked tips:
#1. Target 30 companies or people you have identified as the best prospects for your business. Research these targets, as well as their top competitors. Figure out what problems they are currently facing that you will solve for them.
#2. Develop a follow-up process for your prospective clients. Remember, it takes six contacts to gain name recognition. Begin with your top 10 target companies and contact them six times in the first nine weeks to gain name recognition. Then follow-up with a unique marketing presentation at least once a month.
#3. Less than 3% of all new business owners follow-up with prospects after three months. In business, persistence does result in more business. Each quarter, target 10 additional companies until you have contacted all 30 targeted companies.
#4. Write a list of your “Sphere of Influence.” These are the people you know well that have influence within your community. More specifically, they have influence within the area of specialization or niche you are targeting as prospective customers. Call each one of them personally, and ask them to provide you with leads for building your business. Referred business is the best business.
#5. Personalize everything you do from this point forward. Technology has taken the personal element out of the daily activities of many businesses. Make it a practice to have at least every third contact a conversation, NOT an email. The day of the personalized note card is back and will help you stand out from the crowd. Direct mail is actually working because your prospects are receiving less mail. Send your sales pieces in unique containers and envelopes to draw attention to your marketing pieces and show your personality.
#6. Ask, ask, ask your current client base for more business and referrals to other businesses who could utilize your services. Then immediately enter them into your follow-up process. Offer some type of referral bonus if their referral hires from you.
#7. Remember, people do things for their own reasons. If your current clients cannot receive payment for a referral, offer to donate to their favorite charity in their name for referred business.
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Barb Bruno, CPC/CTS is a guest writer for the Top Echelon Recruiter Training Blog, and you can hire her for your next conference or event or for in-house training. Barb’s training techniques have guided thousands to a higher level of sales and profits. She is best known for her methodical, easy-to-implement strategies that she shares with her audiences. Her enthusiasm is contagious! If you would like to hire Barb, please call 219.663.9609, email support@staffingandrecruiting.com, or visit Good as Gold Training online.