3 Ways To Profitably Expand Your List Of Clients
BY: MEGAN TOTKA ON THURSDAY, APRIL 05, 2018
You have the names of CEOs, business execs and managers of companies. But do they think highly of you? Are you the person they call when they have a specific problem? Are you the leader of your industry who can not only solve that specific problem, but do it in a professional way that clearly explains why you were chosen? Expanding your contact database is the only way for your business to grow. It all starts with gaining the trust and dependability of your clients.
And, how is your contact management system? Do you have one? When was the last time you went to a networking event and struck up conversations with complete strangers?
If you have a few minutes, I’d like to share with you a few ways you can do just that.
1. What Do You Want?
No matter what business you’re in, you’re not going to grow your contact database if you’re available to everyone. Sounds counter-intuitive, doesn’t it? It isn’t. If you haven’t figured out the type of clients you’re willing to work with, now is a good time to do so.
You can do this by discovering the needs of certain demographics, and how your business solidly fulfills those needs. Then it’s simply a matter of going after position leaders within that demographic and showing just what your business has to offer. This is all about catering and tailoring your specific business to solve any problems they may have. But it all starts with building the correct target audience. In order to do that, you’ve got to ask yourself certain questions. Entrepreneur recommends asking yourself:
- Who would pay for my product/service?
- Who has bought from me in the past?
- What does my network think?
- What’s my revenue model?
- And so on.
2. Don’t Be Afraid To Use Feedback
You have previous clients, right? You have several successful jobs, tasks and products out on the market. Ask them for honest feedback. This follow-up (which can serve as a way to touch base and stay in contact with each other) helps you identify problems your company may have, as well as highlight your company’s positive attributes and saving graces. You may even (and most likely will) be granted permission to use their feedback as a testimonial. This is great news for you: since testimonials are a tried-and-true method of generating trust. (It’s in the similar vein of viewing Amazon reviews before buying something.)
3. Weed Out The Duds
Not everybody you meet in your daily life is important to you, right? The same goes for business. Every number and contact detail you have for every organization is helpful to you. In fact, having the names of every business under the sun actually hinders you. That’s why it’s important to have relationships with people that matter. A successful relationship—in any industry—is a two-way street. You two can only remain dominantly powerful (and remain in business) if you both benefit from what the other is offering. Look through your contacts and thoroughly examine which partnerships you can safely put an end to. It’s nothing personal (this is business, after all).
One of the key aspects to keep in mind, as you’re expanding your client list, is to throw away rehearsed scripts and speak like a human. Even though we’re all business-people and have a lot of money and time riding on the line, that doesn’t mean we’re desensitized robots.
Be sure to prevent leads from becoming stale: always have a follow-up process in place.
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