After 25 years in business I have discovered four easy (but essential) steps that all businesses must implement to have a regular, steady stream of clients. This has come about from many years of coaching business women who needed to increase their profits by growing their client base.
What I found, through coaching these wonderful women, was that I was repeating the same business building pattern with each business owner.
From this I came to realise that this pattern was the building block for a steady stream of clients and also constant referrals.
We all know that the only way to get clients is by marketing but almost everyone hates marketing. It’s seen as such a difficult thing to do.
Marketing yourself and your business seems to fit in somewhere up there with being a car salesman or a politician!
Since we don’t want to be viewed as a pushy person or a tall poppy sprouting our own “wonderfulness” we tend to do other types of marketing…the softer things such as advertising, mail-outs, newsletters etc but the steady stream of clients continue to allude us.
Well not anymore!
I want to share with you what I have found to be the 4 essential steps to a steady stream of regular clients and constant referrals….and yes it can be done in only 4 easy steps! YAY!
Know who are your clients are! I know you think your clients are “everyone” and that may be true but let me tell you that trying to market to “everyone” will, not only wear you out, it will also blow the marketing budget!!
Step two: Know what pains or problems you solve for your clients! Your main marketing message should ‘speak’ to your potential clients by appealing to their sensitivities (pain) that trigger an emotional reaction. By identifying your client’s pain and suffering, it tells them that you understand and empathize with them.
Know the most effective marketing techniques and use them:
• Direct contact • Follow-up • Business alliances • Referral building • Networking
Know how to network correctly as it is the key to continual referrals! Build relationships and remember; “All things being equal, people will do business with, and refer business to, those people they know, like and trust.” Bob Burg.
Business Coach, Lisa Branigan hosts FREE teleconference calls and workshops to help women in business see why business planning gets you more clients and how to make the process less painful and easier!