How to Focus on New Client Acquisition
I speak to many business owners who say they want more customers and more money coming into their business, yet when I ask what they're currently doing about this they say things like 'I'm getting my website done', 'I'm posting on social media' or 'I'm sorting out my packages and programmes.
' Now these things might help get clients at some point, but let's get real here - these things are not going to get you more clients or more money right now.
What is, is focusing on the right activities.
So what are these activities? Here are my top 4 recommendations for new client acquisition.
1.
Stop doing anything that's not moving you towards getting new clients IMMEDIATELY What I mean by this is look at what you're actually doing, and ask yourself the question 'Will this help me get a client now?' If not, stop doing it and focus on activities such as asking your current clients for connections, following up with past clients and those who didn't become your clients.
Also, by engaging with people you've already met in person or online, and with potential partners who are currently working with your ideal clients.
2.
Actively connect with people every single day - make it a priority Make it a game to connect with 5 or 10 people every single day.
Ask yourself 'How can I make this fun?' or 'How quickly can I connect with 10 people today?' or 'How can I make this easier?' Then do it - first thing in the morning, or when you know you're at your best.
If you focus on the aim of the game, which is to start a conversation and connect with as many pre-qualified people as possible, then you can take the pressure off yourself in terms of 'having to get clients', because that negative energy, coming from a place of lack or desperation is counter-productive.
3.
Ask people for help With your ideal client in mind, approach the people and businesses most likely to be able to help you connect with them, for instance those offering complementary services to yours who are already working with your target market.
Ask them what they want and help them.
Let them help you.
Keep your focus on what you can do for them, and on what you can do for your clients.
Don't focus on you! 4.
Recognise where you need to develop new skills or processes If potential clients aren't very interested in what you offer, check out their understanding.
And check out how clear you really are about who you help and how.
About your positioning, your core business message, and the words you're using to communicate this.
If potential clients are interested in what you offer but they're not becoming your clients, then explore what's actually happening.
Are you avoiding selling because you don't feel good asking for money? Or you don't 'own' the value that you bring? If people are signing up as clients, but you're getting complaints, drop outs or requests for refunds, examine how you look after your clients immediately after acquisition.
Exploring these areas will help you discover which skills or processes you need to work on to improve your sales conversions and acquire more customers.
Develop a plan to get those skills, to set up or improve those processes, and work your plan.
Whether it's working with someone else or on your own, do it, and monitor your results.
If you put your focus on revenue generating activities and on developing the necessary skills and processes, you will see an increase in client acquisition.
Guaranteed!
' Now these things might help get clients at some point, but let's get real here - these things are not going to get you more clients or more money right now.
What is, is focusing on the right activities.
So what are these activities? Here are my top 4 recommendations for new client acquisition.
1.
Stop doing anything that's not moving you towards getting new clients IMMEDIATELY What I mean by this is look at what you're actually doing, and ask yourself the question 'Will this help me get a client now?' If not, stop doing it and focus on activities such as asking your current clients for connections, following up with past clients and those who didn't become your clients.
Also, by engaging with people you've already met in person or online, and with potential partners who are currently working with your ideal clients.
2.
Actively connect with people every single day - make it a priority Make it a game to connect with 5 or 10 people every single day.
Ask yourself 'How can I make this fun?' or 'How quickly can I connect with 10 people today?' or 'How can I make this easier?' Then do it - first thing in the morning, or when you know you're at your best.
If you focus on the aim of the game, which is to start a conversation and connect with as many pre-qualified people as possible, then you can take the pressure off yourself in terms of 'having to get clients', because that negative energy, coming from a place of lack or desperation is counter-productive.
3.
Ask people for help With your ideal client in mind, approach the people and businesses most likely to be able to help you connect with them, for instance those offering complementary services to yours who are already working with your target market.
Ask them what they want and help them.
Let them help you.
Keep your focus on what you can do for them, and on what you can do for your clients.
Don't focus on you! 4.
Recognise where you need to develop new skills or processes If potential clients aren't very interested in what you offer, check out their understanding.
And check out how clear you really are about who you help and how.
About your positioning, your core business message, and the words you're using to communicate this.
If potential clients are interested in what you offer but they're not becoming your clients, then explore what's actually happening.
Are you avoiding selling because you don't feel good asking for money? Or you don't 'own' the value that you bring? If people are signing up as clients, but you're getting complaints, drop outs or requests for refunds, examine how you look after your clients immediately after acquisition.
Exploring these areas will help you discover which skills or processes you need to work on to improve your sales conversions and acquire more customers.
Develop a plan to get those skills, to set up or improve those processes, and work your plan.
Whether it's working with someone else or on your own, do it, and monitor your results.
If you put your focus on revenue generating activities and on developing the necessary skills and processes, you will see an increase in client acquisition.
Guaranteed!
Source...