3 Simple Actions to Get New Clients www.outsellyourself.com /these-3-simple-actions-get-him-clients/

Marketing can seem intimidating. There are a lot ofoptions. As a result too many businesses fall into theall or nothing trap.

The best course of action is to focus on a few targetedmarketing methods. Then measure the return on yourtime and/or investment. That is exactly what onebusiness owner did. Here is the story of how he got mybusiness, based on three simple things.

1. W.O.M.M.

Flash back to nine years ago. At the time I needed aspecific service. Like most people I asked those Itrusted for a referral. Two people highly recommendedthe same person for similar reasons. They said he wasknowledgeable, very client focused and provided goodresults.

It’s important to know why people will hire you and/or your company. Knowing this gives you a standard tolive up to, which in turn can lead clients to refer business to you. This is known as W.O.M.M. (word ofmouth marketing). He got that right!

2. Radar

Unfortunately for the business owner my situation changed. Back then I no longer required his company’sservices. However, he intentionally kept himself on my radar.

The simple action he took was to send me a birthday card, every year, from his company. If sending acard of any type isn’t appropriate in your industry, or the only contact info you have is an email address,there are other ways to stay on the radar of current, former and potential clients.

You can email interesting articles, newsletters, tips or helpful information, do social media blasts when newblog posts come out or when your company achieves a milestone…the sky is the limit. The secret is topersevere.

Don’t get discouraged. Not every sale or contract will take nine years to get. However the reality is that notevery sale or contract closes on the first attempt. Unfortunately many businesses, and sales people, walkaway too quickly. Not to sound too salesy, but this is what is meant by needing to “nurture a lead.”

Now let’s get back to our story.

Fast forward to today. I had a need for specific services. So what business name was top of mind? Ofcourse it was the company who sent me a birthday card, year after year. Wow that makes me sound reallyold. Anyway I think you get the point. Find easy ways to stay in touch and top of mind with prospectivecustomers, no matter how long it takes.

3. Check-In

Here’s the third thing the business owner did to make sure he had a study supply of clients. At the end ofour call he asked, “How did you hear about us?”

I told him about my initial contact, almost a decade ago, and the cards sent to me every year. I went on totell him how I kept his contact info in case I had a future need. He told me that he hears that all the timefrom potential and former clients.

During our conversation I mentioned that I helped small to mid-sized companies with their marketing.Would he mind if I asked him a few questions? He agreed and here’s what else I found out.

He said that unless a card is returned, due to a change of address, they just keep sending them. In all theyears they’ve been mailing the cards only one person asked to have their name removed from the list. Forthis company, sending inexpensive correspondence has been the one of the best marketing methods theyhave ever used.

Turning Inquiries Into Clients

Putting on my other hat, business strategist, I’ll add that driving traffic to your business is one thing. But tokeep people interested there are other important elements to finesse.

You must be able to clearly describe your services. This means you need to avoid using industry lingowhen speaking. It sounds like ‘techno-babble’. When someone has to read, and decipher, any industryjargon in your marketing materials or on your website they can quickly lose interest there too.

You also need to understand, and communicate, the benefits of what you’re offering. WIIFM (what’s in it forme) is what clients really buy.

Plus your packages/options/prices should fit your target customer’s buying habits and budget. It might betime to give your service packages a tune-up.

It’s also important to provide personalized service, especially when you are an expert and/or your servicesare specialized.

Hi, I’m Kelly McCormick, a Business Growth and Marketing Strategist. I helpentrepreneurs & companies to identify opportunities for growth. Plus, I developtargeted branding, marketing & sales strategies. I can help you too!