Finding Clients
- 1. Referrals
- How can you encourage and appreciate your referral sources?
- This could be from other clients or business partners.
- Refer back: this makes you look better to the potential client, too.
- Using a gift tool like Thnks to surprise and delight.
- 2. Networking
- Business associations
- Professional groups: eg. AMA, Chamber
- Conferences: We've got a lot of work from these kinds of groups over the years, but mostly as referrals further out.
- 3. SEO
- Let your website work for you
- More passive than active
- What if this isn't generating the right clients?
- Tighten your messaging.
- Ask more difficult questions on your contact form.
- 4. Content
- Blogging, speaking, podcasting
- Social & email is more promotional
- All of it into a marketing funnel
- Educating and thought leadership is one of our core values, and leads are a positive consequence of that content
Tracking Clients
- 1. Forecasting potential revenue
- How do you weigh the value of a client?
- Initial spend or monthly x12.
- In our system, we also weigh the odds of a win and track that metric.
- 2. Tracking also ties heavily into follow-up into interested leads
- What is an interested lead?
- We don’t use cold marketing—only follow up with warm leads.
- How do you follow up without being obnoxious?
- Initial follow-up: Just connect on LinkedIn
- For interested leads: Offer value and have a reason to follow up
- Tools:
