The easiest way to get more clients

Last time we looked at ways to make it as easy as possible for a new client to start doing business with you and we explored the value of each new client to your business over the lifetime of your relationship with them.

But how, I hear you say, do we get more clients to talk to in the first place?  That’s a question asked at some point by every business throughout the world.

The more expensive options range from media advertising to exhibitions to direct mail and telemarketing and yet the most cost effective and arguably the easiest way to get in front of new clients is often overlooked. I'm talking about a systemised process that guarantees a steady stream of “warm” prospective clients - a referral system. 

We all know that “word of mouth” is a powerful tool for any business. You go out for a great meal, you tell your friends about it, and hey presto they’re on the phone to the restaurant booking a table for next weekend. That’s a referral system in its most basic, random form, but still very powerful, wouldn't you agree? The restaurant owner’s got some new clients and he’s not had to spend a penny on marketing or special offers. If he continues to provide great service and great value, how many times will those clients come back and how many other people will they tell?

From that one random “word of mouth” referral, his potential earnings can be substantial. So what if you could actually create a system that would take the randomness out of the process, and by doing so create a regular stream of prospective clients?

So here are some ideas to get you started:

·    First of all wouldn’t it be interesting to calculate what the effect of a referral system on your business could be? For example if you have 500 clients and each of them gave you an average of 1 referral per quarter that’s a massive 2,000 potential new clients a year.  Of course some clients either won’t or can’t refer you but there again others may well be able to give you more referrals, the key word here is “average”

·    Make sure that everyone on your team buys in to the project, and understands the growth 

      potential for the business and as a result, of course, the increase in their job security!

·    Use a referral form or voucher system with a script so you can standardise how you approach every single client to ask them to refer their colleagues to you. If you want to know more about this then send me a message.

·    And finally, be persistent.   Make sure that every client gets a reminder every quarter by way of a form or more vouchers, that way they’ll always remember to recommend you when the time is right.

And remember, if you keep on doing the same old things, you’re going to get the same results. So why not try something new today?