In order to find out if your clients have more business you need to carefully craft a unique message to each client. Don't bombard them with a form letter asking them nicely for more business. If you craft a message that is
- unique - personal - addresses a need - asks for a follow up
chances are you will get a response -- and that is what you are looking for. The 10% Rule applies but I am sure you will do better than getting a response from 10% of the people you reach out to, if you follow the 4 attributes described above. Yes it takes more time and effort but isn't more business worth it?
When identifying clients ask: “Where are they?” “Who are they?” “What message are you delivering to them?”
Where - Are your clients in your neighborhood, your city or the world? You may think that you can take on the world but try just your neighborhood or talking to your clients about the needs they have. You may be surprised how large/small your reach is, but what you can find just by asking "where."
Who - Do your clients have deep pockets or do they need discounts? Do you focus in a specific niche? If not, why not. If you are targeting a niche have you done everything you can to mine the niche for more prospects. When is the last time you took a survey of your clients with a tool like Survey Monkey to find out who your clients are.
What - Are you targeting the right kind of client with the right message? Do you know what A/B testing is? Have you tested your message with friendly, honest clients or prospects? Again you may be surprised what you receive as feedback.
CreateAthon is a 24-hour, work-around the clock creative blitz during which local advertising agencies generate advertising services for local nonprofits that have little or no marketing budget. Since the program’s expansion from a single market to an international effort in 2001, 40 agencies have joined the CreateAthon network, holding CreateAthon events in their cities. This effort has benefited 833 nonprofit organizations with 1,809 projects valued at $7 million.
Try summarizing your business into two sentences then try describing it in three words. This will help you clarify what you do.
2 sentences: NewPath is a networking organization for independent consultants who want to help non profits become more sustainable. With regular face to face meetings we encourage sharing of leads, create opportunities for our members and enjoy a thriving community.
Ask yourself “Does my marketing material hit a home run?” What are your bragging rights?
Remember the last time you saw a Geico ad or a Telus ad -- they are very memorable aren't they? Marketing material is not just about cute geckos and colorful bugs and flowers though. They are all part of a way to communicate your brand. And it works for small businesses as well.
Take a look at your proposals, invoices and business cards -- do they have any commonality between them? Or were they designed in the heat of the moment. Just spending an afternoon aligning the look of all those 3 documents (and maybe a bit of your website) you'll do yourself a huge favor in terms of consistency.
Have you ever found yourself looking at some work and thinking -- "Man I am not getting paid enough to do this?" Well, that negative thinking will infect the work that you're doing. Literally. It's good to remember that respecting yourself and your work will lead you to better satisfaction with your job. Thinking positively about life in general will seep into every part of everything that you do.
Next time you get down listen to Aretha Franklin's "Respect" -- find out what it means to you!