Are you looking to fill up your client roster this month?
Landing new clients is a process that often seems complicated and overwhelming, but it doesn’t have to be.
In fact, enrolling new clients is as simple as tapping into your existing relationships.
The following 6 groups offer potential connections to new clients. Plus some suggestions on how to connect with them in a way that is warm and inviting.
1) Current and Past Clients
Reach out to your current and past clients to see if they know anyone who could potentially be a good fit for your work. When you approach them – whether it’s in person, through email, or over the phone – be sure to include the following:
- Express gratitude by telling them how much you’ve appreciated working with them.
- Tell them that you would love to have 2-3 (or whatever number you want) more clients just like them.
- Explain who you work with best.
- Explain what you’re excited about working on with those people.
- Ask if the current client knows anyone who could potentially be a good fit ask if he or she would be willing to make a warm introduction by email.
2) Your Greater Network
Your network may include past colleagues, your classmates from coaching school, networking groups you belong to, or friends and family, among others. When you reach out, be sure to:
- Tell them what you’ve been up to professionally.
- Explain who you work with and how you help them.
- Ask if they know anyone who may potentially be a good fit and if they would be willing to make a warm introduction by email.
- Tell your contact that you would like to spend half an hour or longer talking to the potential client about where they are, where they want to be and potential ways to bridge the gap. If it feels like a good fit, only then will you talk about working with them. No matter what, you can promise they will get value from your time together.
3) The People that opted in for the Free Gift on your website
These are the people who opted in for your free gift and are on your mailing list, but you may not have ever connected with 1:1.
You can send them an email and 1) Ask them if they have used/read the free opt-in gift and, 2) Ask them if they have any questions, or if there is any way you can be of service to them. Be sure to include some additional value, like tips or suggestions on how to use what you’ve already shared. This is a really fun way to connect with people and make them feel special.
4) People who have done a Breakthrough Session with you in the past but didn’t become a Client
Up to 50% of the people who end up working with you will be people who didn’t say, “yes” right away. That means that having a good follow-up strategy after your breakthrough sessions is key.
It’s also key to keep good notes during each breakthrough sessions that you do so that you can follow up in a personalized way that helps the client move forward and enhances your connection.
Based on what you discover in your session, decide when you want to follow up with them next. I usually ask the prospect if the timeframe I have in mind sounds right to them. When you follow up with them,s end them an article, or a link to a blog post that you’ve written that is particularly relevant to them and their desires/challenges. Be curious! Ask them how they are, if things have shifted, and request an update.
5) People who attended a recent Talk or Webinar
Email them individually and see if they have incorporated anything you shared with them in your presentation. You can find out how things are going for them and see if they’re open to engaging in further dialogue. This can be especially compelling when they loved your talk but didn’t take you up on your offer for a Breakthrough Session because they thought they’d be able to incorporate what they learned on their own, but, alas, here it is 6 weeks later and they still haven’t done so. As always, make sure you include some extra value in your follow up, like some additional tips or suggestions that can help deepen their learning.
6) People who clicked through on a Breakthrough Session Link but didn’t actually sign up for one
Check your email management system and look at the stats on emails or newsletters where you invited people to sign up for a breakthrough session. Look at the link clicks and single out the people who clicked over to schedule but didn’t actually follow through. Reach out to them personally and invite them to speak with you one-on-one.
If you reach out to 10 people in each of the categories I listed above, you will give yourself the opportunity to see some serious business traction that will lead to new clients.
Go ahead, give it a shot. Let me know how it goes!
Tara Butler Floch