If you are seeking business growth and would like to increase the number of clients you have, then may I suggest that you take a few moments to reflect on your current activities.
In a nutshell, there are 3 important steps to increasing the number of clients you have:
Attract: You need to be doing things to attract new clients.
Convert: You need to have a sales system that works.
Nurture: You need to have a post-sales process that maintains close contact with your clients and encourage repeat business and referrals.
So in order to help you focus on these steps and develop some specific growth startegies, I have compiled a list of 17 important questions for you to answer. All of them designed to spark new ideas for how you can increase the number of clients you have.
- Do you have a system in place for asking your “A” class clients for referrals?
- Do you have multiple referral sources – have you approached other businesses who share your target market and asked them to provide referrals to you?
- Do you have a mailing list that people can join?
- Do you regularly provide quality content (not just sales offers) to your mailing list?
- Do you have an “Affiliate Program” that financially rewards people for their converted referrals?
- Have you recently approached local media outlets with a “PR” story?
- Do you have a system in place for reactivating old clients? Most clients stop using us by “accident” or simply because something interrupted their buying pattern
- Do you undertake telemarketing to generate sales leads?
- Have you recently advertised in a publication that reaches your target market?
- Do you educate your prospects with workshops and educational marketing?
- Do you have an online sales channel? Can I book an appointment or buy your product online?
- Do you regular do direct mail to your mailing list?
- Do you have an irresistible guarantee that removes 100% of the risk for the prospect?
- Do you have any joint ventures in place with complimentary businesses that share your target market?
- Are you regularly building your business or personal profile through blogging and positioning yourself as the expert?
- Are you a member of any relevant networking groups? For the group to be relevant, the other members of the group must either be in your target market or be able to connect you to your target market.
- Are you proactively using Social Media e.g. Facebook, LinkedIn etc to build your online list of prospects?
Remembering that success is the sum of small steps forward, I have another question for you… what are you now going to do to improve your answers to the above questions and increase the number of clients that you have?
Commit yourself to 3 actions during the next 30 days that will improve the marketing tactics you are using to attract, convert and keep your clients. You will be amazed at the results that these three actions will yield for your business.
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