A very nice and well-meaning web designer just asked in an expert platform I'm a member of...how do I get more clients?
My response:
You have four jobs to do.
1. Attract/identify leads.
2. Qualify those leads.
3. Convert the qualified leads.
and
4. Fulfill the orders.
Do you have a system for each of these?
4. can lead into 1. with referrals.
Prospecting to Answer 'How Do I Get More Clients'
You want as pre-qualified a lead as you can get.
Qualifying is filtering. In or Out, doesn't matter which.
Do you know your numbers?
How many qualified leads do you need to know you'll get a project? This is different for every person or business. For me, I need a very small number of qualified leads to make a sale. For you, it might be different.
How many unqualified leads do you need to get one good qualified lead?
Back out into the activities you need to be doing every day. I'll bet (no offense; so are 99.9% of other people) you're sitting there and hoping stuff will come your way. Maybe spending 30 minutes a day looking for new work. Well that is not enough. Needs to be 70% or more of your time spent prospecting! Guaranteed that your prospecting activity, like everyone else's--mine included--is too low.
How Do I Get More Clients By Filling My Funnel?
Unqualified leads >>> Qualified leads >>> Sales.
Work back from the end result.
How much money do you want to make in a month?
How many sales does that mean you need to make?
How many qualified leads does that mean you need?
And how many unqualified leads does that require you to get?
Now you can see how many conversations you need to be having...you can break this down to every week or every day.
In my business, for instance, and remember my numbers will be different--perhaps VERY different--from yours, I need 1 sale a week.
To get that 1 sale, I need 4 qualified leads to ensure I get that sale. Could be 1 in 2 but let's say 1 in 4 to be safe.
Now the funny bit about my business: while conversion for me is easy, finding qualified leads is hard. There are many tire-kickers and broke people who want my help, but are not mentally or financially in the position to afford it. So I need MANY unqualified leads to get one good one!
Again, your business could be different. So let's say I need 20 unqualified leads to get 1 qualified lead.
This means my revenue plan for the month looks like:
20 x 16 = 320 unqualified leads >>> 4 x 4 = 16 qualified leads >>> 4 sales
320 unqualified leads!
If I sit around, hoping passive marketing does the job, will I ever get there?!
No!
I need to plan out my activities based on:
- Video marketing (Youtube)
- Facebook marketing
- Forum marketing
- Prospecting calls
- Referrals (these are great; the way I set it up, 2 referrals virtually guarantee 1 sale; so these 2 referrals take the place of 80(!) unqualified leads, which I can now subtract from my total)
- Talks to audiences
- Webinars
and whatever other efforts of your marketing plan that you decide to run.
Do You Have An Activity Level That Answers How Do I Get More Clients
The point here is: do you have a plan? Until now, I doubt it.
Almost nobody does.
And do you have a high-enough activity level to support your money target?
Most people do not.
Whether they're a corporate salesperson or an independent business owner...they simply don't have a prospecting activity level that supports their money target.
And then they wonder why they didn't succeed. They were beaten before they began, and terrifyingly they had no idea.
>> Jason Kanigan is a business strategist concentrating on sales and conversion. Book a call with Jason to get a personalized prospecting plan. <<
Right! It all starts with first gathering/identifying leads. You cannot get a sale without first getting leads. I like your advice here! Thank you.