One thing I’ve noticed is that very few solopreneurs embrace the fact that if they want more clients, they have to actually do something to get them. (OUCH!)
I’m not being sarcastic here, It's a fact that many of us solopreneurs believe that a monthly newsletter and a few Facebook posts will bring all the clients we need…..sadly, not so, and here’s why.
To get more clients, and more importantly keep them, you need to be organized, systemized and have a plan, so that you’re doing a number of things each and every day to attract clients in the first place and then to keep them interested in your services.
Even though you might have written a few excellent articles and given a couple of webinars doesn't automatically bring clients to your door. So, that’s the bad news.
The Good news is that this can be remedied as soon as you create and begin to implement your marketing plan.
It doesn’t really matter how you do it but it needs to be done if you want to see growth and cash flow in your business on a regular basis.
Here are your 3 'Need to's - proven steps to help you get more clients. Become comfortable with these then get creative.
1) You need to decide what you’re good at and also what you love to do and for whom. Factor those decisions into your marketing strategies.
For example. You might be good at speaking in public and you might love meeting and mixing with people. Right there you have a marriage made in heaven if the people you mix with are your ideal clients.
Focusing your primary marketing strategies around networking and giving presentations might be a good strategy for you. You might also do regular lunch and learns and monthly webinars for instance.
2) You need to create a specific set of actions that you will you do every day to give you the results you want. It’s easy to fall through the cracks here. We do random well, but when it comes to daily actions it’s very easy to get sidetracked. Persistence is the key to marketing success.
I have to admit I didn’t do this naturally at first. I really resisted until it became very clear to me that it was the small steps I took every day that gave the biggest results in the long term. This has now become my ‘mantra’.
Your steps may take a couple of minutes or an hour. For example, 2 phone calls twice a week to a ‘warm’ lead. A coffee meeting with a potential referral source once a week or a daily strategy to add potential clients to your mailing list. The options are endless. It’s the consistency that pays off. These are easy, doable steps and if you turn it into a game you can take the ‘seriousness’ out of it.
3) You need to follow up! This one is KEY and the most neglected. Many entrepreneurs go to great lengths to create and build their lists and then they don’t follow up! This is madness. Prospective clients need to know, like and trust you before they will do business with you.
Always follow up, always have a next step ready. Keep asking yourself “What's the next step?” In this way you'll always have a pipeline that's flowing. At every stage of your marketing (and sales) communication there's a next step. Your job is to figure out what that step is and follow through with it.
Yes, you might also need to get out of your own way to make this happen but believe me it’s worth it and if you do it right, it can be painless. Just do the daily actions when you’re energy is at its highest and it’ll be a breeze. For me, that’s first thing in the morning. Do what works best for you.
It doesn’t take long before these actions become routine. You might even begin to enjoy them….and before you know it the ripple effect kicks in.
This is the way you BUILD your business, incrementally.
Very soon your efforts begin to pay off. Someone tells someone about you, you get a phone call, you get the business, and this becomes a regular occurrence until before you know it you've become the go-to person for whatever it is that you do. (Which brings us back to step 1.)
BONUS TIP: When you decide on your daily steps, calendar them into your daily planner. This way you have no excuse not to do them. This tip alone was the one that made the biggest difference for me personally.
If you need some tips on how to follow up with potential clients who have shown interest, this article will help.
So there you have it, my 3-Step Super Simple Marketing Plan. All you need to do now is design it, implement it and make it work. If you have your own brand of tip or strategies, please share them in the comments below. And if you need help designing your plan, I'd love to set up a meeting.
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Biz, Marketing and Mindset Coach