Congratulations, you are open for business and ready to take on new clients!
This is an exciting time for your business. Your business cards are printed, your website is up and you’re posting away on social media. Now, here comes the big question: How can you attract your first client?
In this week’s marketing strategy, I have outlined a four-step process that will help you get that first client in no time. Ready to get started?
#1: Know exactly who your ideal client is
Before you even begin to look for your first client, you want to have your Ideal Client Profile nailed down. This is an essential first step!
While it is tempting to take anyone on in the beginning, you must stick to your purpose and only work with your ideal clients. Energetically, it’s the best way to start your business.
So, how do you find out who your ideal client is? First, think about this scenario: If you could wave a magic wand and work with anyone, who would it be?
Once you have this visualized, your next step is to study the demographics and psychographics of your ideal client. Here’s a table to help you determine what each category is:
Once you determine the psychographics and demographics of your ideal client, create an Ideal Client Profile. Write your Ideal Client Profile so that when your ideal client reads it, she automatically says “this is me!” When possible, have your ideal clients “self select “– it makes the selling process so much easier.
Here are three sample Ideal Client Profiles to help you. Model the flow in these samples when writing your own Ideal Client Profile:
- From my website: http://www.jillceleste.com/idealclient/
- From Client Attraction Business School: http://www.clientattraction.com/programs/growth-track
- From Connect With Your Client: http://www.connectwithyourclient.com/ramping-up/
#2: Tell everyone who your ideal client is
Now that you have determined who your ideal client is, and you’ve written your Ideal Client Profile, it’s time to let everyone know. Here are some ways to share your Ideal Client Profile:
- Post your Ideal Client Profile on your website (much like the examples given to you in Step #1)
- Convert your Ideal Client Profile into a flyer
- “Snail mail” a letter to everyone you have a mailing address for to let them know that you’re looking for your ideal clients (include a copy of the flyer you just printed)
- Email your Ideal Client Profile to everyone in your Address Book
The point of this exercise is to ask for referrals. Make sure to include everyone you know in your mailings. You never know if Aunt Lucy or your college roommate knows someone who is your ideal client. In addition to sharing your profile, be specific about how someone can reach you. You want to make this a “no brainer” for your referral source.
#3: Contact potential sales prospects
Chances are, as you told people you were building a business, someone said “Oh, I would love to work with you!”
Now is the time to contact these potential sales prospects to let them know you are open for business! Again, share your Ideal Client Profile so your potential sales prospects can self select and have a specific call to action on how they can learn more.
I recommend inviting your sales prospects to a free introductory call (sometimes called a Get-Acquainted Call) so you can learn more about their struggles and how you can help. This is when you will share your packages and pricing as well.
Don’t give up after one “touch” either. You may need to contact your potential sales prospects several times before you get a response. Stick with it!
#4: Step away from your computer
Now that you’ve set your online connections in motion, it’s time to step away from your computer and go find your ideal clients.
Going to networking meetings is the best way to find sales prospects. Make sure to bring lots of business cards and copies of your Ideal Client Profile. Focus on making 1-2 high-quality connections at each meeting. Don’t be shy about asking for referrals and show an interest in referring them.
If you don’t have any clients, you have plenty of time to attend networking meetings.
Try out different organizations and find the groups that resonate with you.
Another tactic you can implement is guest speaking. Your networking groups often are looking for speakers, so make sure to get on their lists. Also contact other organizations and ask if they accept outside speakers. Speaking is an excellent way to share your expertise and pique the interest of your ideal clients.
Getting your first client may be the hardest thing you ever do, but imagine how great you’ll feel once you get that first client under your belt. This is the time to stay tenacious , determined and focused. You may experience some dead ends, but you need to keep going. Follow the four steps outlined in this marketing strategy, and you’ll be well on your way to not only attracting your first client – but your second and third client as well. You got this!