Word of mouth referrals dried up?

Deal flow reduced to a trickle?

Wondering how to get new consulting clients for your business?

That’s a great question.

But before you get ahead of yourself…

…ask yourself this:

‘What are you currently doing to attract and create new clients?’

I mean, you’ve clicked on this article so I’m assuming that you don’t have a predictable and consistent client acquisition, retention and referral system in place.

Worse still, you could be frivolously indulging in ‘RAMS’ (Random Acts of Marketing + Sales™) and getting nowhere fast.

So let’s get back to basics here.

You know as well as I do that “the quality of the question defines the quality of the answer”…

…so I’d suggest starting by asking yourself and your team the following 6 questions so that you can start on the right foot:

  1. Who is our perfect prospect and how do we know?

  2. What kind of clients do we serve most effectively?

  3. How many clients do we actually need to achieve our revenue goals?

  4. How much is a typical client worth to us over a lifetime?

  5. What factors influence our ability to attract and create new clients?

  6. How much are we prepared to invest (cash OR time) to acquire a new client?

You see, the problem is this.

You’ll get 1001 answers to your question depending on who you ask.

But the TRUE answer is always specific to your company.

Consistently attracting, creating and keeping clients is the name of the game.

So if you’re still having difficulties doing any of these things…

…after you’ve answered the questions I’ve given you.

Pose the question:

“Why has this not happened for our business yet?”

Once you can identify what you’re not doing to get the results you want, you are far better placed to work out what you need to start doing to consistently attract, create, retain and delight the very best clients.

That way, you won’t be shooting in the dark and you’ll be “starting with the end in mind” as Steven Covey says.

Don’t listen to the myriad of marketing tacticians just yet.

Start with the right strategic questions.

You’ll thank me for it later.

 


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