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Susan Ward

Want More Clients? Just Do These Two Things

By January 29, 2014

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"How do I get more clients?" is one of the most common questions I get asked. It figures; getting new clients can be one of the biggest problems for consultants and other professionals who are self-employed, especially when they're just starting out.

Middle aged business man meeting with a young couple in his home office.

Assuming that you provide a quality service coupled with good customer service, the solution to the problem isn't that difficult. To get more clients, you only have to do two things:

1) Get known.

People are always reluctant to hire an unknown entity. The sooner you get your name out there and start to become a known brand that thy can trust with their business, the more clients you'll attract. PAK Your Business Image, Build and Use a Promotion Kit and learn how to Blow Your Own Horn.

Then start working on putting these Top 10 Ways to Get Known into action. Pick one and start working on it.

2) Ask for referrals.

Many business people seem to find this incredibly difficult, but it's the number one way to build your business and get more clients. Whenever you satisfactorily complete a job, ask the client if she or he knows of anyone else who might be interested in your services. If the client is reluctant to pass names along with you, give him or her extra business cards and/or brochures to pass along to potentially interested people.

Also, ask the client for a written testimonial and permission to use it (in your marketing materials, such as your brochures and website). Remember, the worst thing that can happen is that the client will say "No!"

Still uncomfortable? How to Ask for Referrals and Get More Clients provides tips and several referral scripts that you can use to ask clients to give you a referral.

You may also want to try using the system C.J. Hayden explains in Wanted: 100 Referral Partners.

Do these two things, and you'll get more clients guaranteed. But be warned; it's not an overnight process, so the sooner you get started, the better.

And if you're starting from square one, just starting out and starting to work on getting known with no or very few clients that you can ask for referrals from, the two fastest ways to jumpstart your client list are joining local business organizations and cold calling. Use my 10 Cold Calling Tips to make cold calling a more successful experience.

More: The 7 Best Places to Find Clients

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March 9, 2010 at 12:20 pm
(1) JoshuaGarrison says:

Getting new customers is what every business owner want, right? But, what about your current customers? Have you take the maximum out of them? Are they loyal to your business? Have they already spread the word about your business?

There is a highest probability that a current customer buy from you more than what a new customer would do. In fact, it is easier (and cheaper!) for you to reach a current customer than a new one.

I agree with Susanīs statements but I wanted to add just a different perspective to that!

April 6, 2011 at 10:44 am
(2) Mihai Rosu says:

Hi there. A very important and iteresting article.Thanks for posting it.It is very important to make more and more clients if we want that our businesses going on. It’s true that referrals are hard to find, but if you know what to offer to them, they will come to you for sure.

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