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3 Ways to Gain More Clients

If you are in a service or product business, you know the feeling of wishing you had more clients or customers. For simplicity, this post will focus on gaining clients for service-based businesses; however, these strategies can be applied for customer facing businesses.
Or, maybe you're awash with clients/customers. If that is the case, please share if any of these items are on point in the comments below.
Step 1: Identify your dream clients
Don't overlook this step. Spending time here can have a drastic, positive impact on the future of your business.
What is a dream client? These are the clients that lead to significantly more clients. Perhaps they have a vast network. So, if you were to work with a dream client, they could refer you to other clients. On a similar note, a dream client may be someone with respected authority in your industry. As a result of working with them, other potential clients would trust you, because Company ABC worked with you.
How many dream clients do you need? This number depends on your profit per client. I have heard people say anywhere from Dream 5 to Dream 50. I suggest making it a smaller number in the range, as in less than 25. This will allow you to take action. If I see 50 people on a list, how do I prioritize which one to contact first? Further, as you gain and work with clients, your dream list might change. Having a smaller number to start allows your dream list to grow naturally rather than having a constant struggle of whom to put on the list.
A quick tip about your list -- don't call it a 'hit list' or anything remotely close to that. Instead, go for something like 'people we want to help'. The way you view potential clients behind closed doors will always show up when you are communicating with them. Paraphrasing Jordan Peterson, tell the truth always... or at least don't lie.
Step 2: Find a connection/trust bridge
Once you have your list of dream clients, it's time to find someone you know that knows your dream client.
In other words, find a trust bridge.
Then, simply reach out to your trust bridge and ask him/her to introduce you to your dream client. It does not need to be fancy or elaborate. The key is to not go into a conversation with your dream client cold.
In other words, find a trust bridge.
Then, simply reach out to your trust bridge and ask him/her to introduce you to your dream client. It does not need to be fancy or elaborate. The key is to not go into a conversation with your dream client cold.
What communication medium should you use? Do whatever feels comfortable. If you can, go the extra step and try to identify how your dream client prefers to communicate. Then, use that method to reach out to her/him. You might need to get fancy just to get the first conversation. I don't have great ideas there, but I'm sure there are a ton of clever tips with a Google search.
Step 3: Ask and ye shall receive (sometimes)
I realize I'm skipping a big step between 2 and 3 about what to say to your dream client. But, this should be the easiest part. If you have a trust bridge, a solid body of work you can lean on, and a servant attitude -- just be yourself. Why would you put on a front just to gain a sale? The probability of that leading to disaster in the future is very high.
All people want to know is can I trust you? In other words, they want to know who you are and if you can deliver on what you propose.
Are you starting a new venture and don't have a large body of work? That doesn't matter as much as you might think. People are often sold by who you are. Your track record is just a bonus. If you're early on in your endeavor, work on your offer to eliminate some of your dream client's risk (that's another post).
Ok, that's enough of an aside. Back to step 3. You ready for it?
Ask your dream client... Ask her/him what? Ask whatever you want them to do.
If you don't ask, the chances of them asking to work with you are low. More often than not, people prefer to be told what to do.
For some reason, I find this step the most difficult. So if you feel the same, you're not alone.
So what do you do if your dream client says "Yes" to working with you? That's going to have to wait for another post.
But, I'll at least leave you with the baseline of what you absolutely must do -- DELIVER.
Deliver on what was agreed. Try to provide early wins to establish some momentum.
Which of the steps above stood out to you the most? Shoot me a note or let other readers know in the comments below.
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