Have you ever worked with a great client and thought to yourself, “Wow, I love this client! If I had ten or, perhaps, twenty clients just like this person, I’d have the perfect business”?
You wish you could “replicate” that client because they’re such a wonderful fit for your work and you both love working together. And guess what? You can replicate them! In fact, I highly recommend it.
It’s not as easy as waving a magic wand and cloning your client, but I do have a Client Replication process that can help you garner other ideal clients like that great client you love.
When my clients work with a client they just adore, I teach them to go through a process that I call “Client Replication” so they can attract more people just like that client into their business. The process is part client appreciation and part investigative research.
Here’s how Client Replication works:
Step 1: Set Up a Client Replication Interview
Find a time to chat with your client – be it over the phone if you work virtually, or over lunch or coffee if they are local.
Step 2: Offer Authentic Client Appreciation
Don’t by shy about telling your client outright how much you love him or her! You can say, “<< Test First Name >>, you’re my best client. I just love working with you!”
This will honor your client and make him or her feel great about working with you; it’s part of a beautiful energy exchange. Take it a step further and acknowledge the client by letting him or her know what it is about working with them that you find so fulfilling. This also plants some seeds about the qualities that set ideal clients (bulls eye clients) apart from your other clients (dartboard clients).
Step 3: Get Curious and Investigate
Now you can go on to say, “If I had X number of clients just like you, I’d have the perfect business. I’d love to pick your brain to figure out where I can find more people just like you.”
At this point, ask your client where they hang out, what professional and social groups they’re part of, which organizations they belong to, what blogs or magazines they read etc. Essentially, you’re looking for opportunities to get in front of people just like your perfect client and possibly even be a speaker or guest blogger or writer
And by the way, if your perfect client happens to be what I call a “connector” (someone who loves bringing people together), you will probably receive a lot of introductions or other offers of support (like “hey, why don’t I host an event where I can invite other people I know and you can do a talk!).
Let me tell you, this process works. Often when my clients go through the Client Replication Interview, their client will realize that he or she has a few friends who they should meet. And often they become co-collaborators in creating a business development plan and are excited to be a part of it.
The core value of this practice is client appreciation.
When you appreciate your clients, they’ll send that love back your way – it’s an exchange that can reap tremendous benefits for both parties, not to mention you’ll generate ideas on how to get in front of more people like your ideal clients.
This week, take someone out to lunch. Give them some love. Lead with curiosity and ask questions. Do a lot of listening, and let the opportunities flow – in both directions! I’d love to hear how it goes and what new opportunities you create as a result!
Tara Butler Floch