Today, I’m tackling a question that I’m often asked, “How do you get new clients (or projects)?”
The answer is insanely simple, but it definitely involves work that many aren’t willing to do. Why? Because it’s hard (if you let it to be) and because it usually forces you to be more bold than you’re probably accustomed to being.
But if you’re up for the challenge or desperate enough for the new business, here’s how to get clients and projects you love:
1. Be clear about who you want to work with and what you want to do for them.
The statement, “I need new clients,” is too broad, not to mention totally uninspiring. But saying, “I’m looking for smart, passionate service professionals who need help writing compelling content for their drab websites,” has more oomph and sets up your radar to notice people who might have that need. But don’t stop there. Take it further by creating a “hit list” of specific people/companies you want to add to your client roster.
2. Figure out a way to make contact.
Armed with a clear focus and your “hit list,” leverage your network to make connections. If you don’t have a direct line of contact, do some research to get the inside skinny on your target client and look for mutual points of interest. Any information helps: personal interests, professional affiliations, preferred social networks, etc.
3. Get in touch.
If you’ve worked your network, done your research and exercised a bit of patience, a time will come when you’re able to make contact with your prospect. This might be through an introduction or a chance meeting at a conference. Either way, Houston, we have lift off! What a feeling. But don’t make it a wasted effort. Now isn’t the time to blubber on about how much you’ve been wanting to meet the person. Get to the point, don’t waste his time and focus 100% of his needs and interests (not your own).
4. Follow-up.
It’s rare (not impossible!)to close a deal in the initial conversation. Don’t you wish! But alas, it takes consistent, and often persistent, follow-up. Unless the situation warrants more contact, you should plan to reach out to prospects and clients at least four times a year. I like to mix it up with a combination of a phone call, an email, a mailed card, and if we’re not geographically challenged, an in person meet-up. Use a CRM application to help you organize and track your reach-outs. Be consistent and be patient.
5. Ask for the business.
There’s nothing worse than making it this far and then failing to just ask for the business. Trust me, I’ve done it plenty of times. There are two perspectives that have helped me be more bold in asking for what I want. Remembering:
- I don’t have the business (yet), so asking can only improve my results. Not asking will just leave me in the same place: without the business.
- “No,” isn’t a finite response. Often, it means “not now” or I haven’t done a good job expressing the value of doing business with me. Either way, the door is still open.
How about you? What do you do to get new clients and projects?
image credit: Sharon Day – Fotolia.com
