20 May S1 E8: 10 Ways We Get More Business – Marketing
How do we get more clients?
1 – Expand and carefully maintain your network
Meet lots of people
See everyone as a potential client or potential reference
Keep a good database and mailing list, keep up with marriage status and employment status
Be a connector of people
Use Facebook to your advantage to build your friend list
Maintain relationships with industry peers
2 – Expand your services, diversify
Be open to taking on work even if you are just going to outsource the work to a trusted vendor
It builds your relationship with your client when you say “yes”
One of our largest clients came from saying yes to a crazy request for table cloths
Our mindset of We will do anything for money
3 – Narrow your services – specialize
The flipside of diversifying
“The riches are in the niches” John Bunn
4 – Expand your services to your existing clients
Capitalize on your relationship with your existing clients and make sure they know what you do
5 – Leverage existing vendor relationships
Be their favorite client – because they will recommend their favorite client
6 – Market to targeted list of potential clients
Make a list of clients you would love to have
Start hitting them from all angles like mailings, connect on social media, building relationships
Stay in front of them looking for an opportunity to connect and eventually an opportunity will come
Story of putting a dream client on our target list. We started asking around about them and started meeting people who were working with them and eventually got a call from a PR company asking us to help them on an event for the company.
7 – Increase your visibility
If people can’t find you they are not going to call you
Social Media – we hired a social media consultant who put us on the map – literally – on Google Maps
Mash-up luncheons – getting together with a variety of industry partners to introduce them to eachother.
8 – Let your current clients know that you want more clients like them
If you want more clients like the ones you have then tell them
9- Do free work for influential individuals
Story of popular music industry person’s new event planner
Consider offering free services to a strategically influential person
We tried this and it was highly successful. They are great advocates for our company now.
Be up front and honest with them and let them know what you are doing and why.
“Celebrities like free things.”
Be careful to protect those influential people. If you don’t they can influence people in the wrong way.
10 – Make yourself findable
Send a thank you note or flowers or a thank you gift to committee members and include your contact information
3 warnings about getting new clients
- Red Ocean Strategy vs Blue Ocean Strategy of Marketing
- Be careful about poaching clients from your competition
- Don’t undercut the competition