Getting More Customers / Clients

James E. Thompson, JD

Considering all the books you could read, seminars you could attend, or consultants you could hire, it makes the process of getting Customers or Clients seem overwhelming and even terrifying at times. In fact though, there is a simple answer to getting all the customers/clients you need.  

The magic formula to getting more customers/clients is choosing a set of simple effective things to do and doing them consistently, so why aren’t you doing them.
 
It is not just you, but just about every small business owner or professional that I have worked with had not been doing these simple things and why is that:
 
1)  They can’t decide where to begin, “analysis paralysis”.
2)  They aren’t sure how to put the pieces together.
3)  They can’t stay motivated.
 
Due to space constraints, points 2 and 3 will not be addressed here, but I will hopefully move you out of the “paralysis” stage.
 
While attending a seminar presented by a good friend of mine, Tony Dinon, he asked this question: Were the Beverly Hillbillies rich before or after Jed fired that shot and struck oil?   For those of you too young to know who the Beverly Hillbillies were, ask your parents. 
 
I hope after thinking about this, your answer was that they were rich before that fateful shot, but they just didn’t realize it.
 
You too are rich, and you may not even realize it.  If you have been in business for any length of time you have built up a client base.  This client base is your OIL FIELD.  I am sure you will agree with me that it is much easier to sell to a customer who has used your services before than to find a brand new customer.
 
So my question to you is this: When was the last time you contacted someone who had used your product or service s?  If you are like most, I am sure that it has been quite some time.  You already have satisfied customers out there who KNOW, LIKE, and TRUST you.  Yet, you are not benefiting from all of the hard work and expense you have gone to get them.
 
How many times have you thought:  I can’t understand why my clients don’t call me?  But when was the last time you contacted them?
 
ACTION ITEM:
 
Go through your client base and make a list of you’re A, and B clients.
Once you have this list created, start contacting your A clients and then your B Clients.
 
There are a couple of ways to do this:
 
1) Pick up the phone, call and just say that you were thinking about them.  Don’t even mention selling them anything.  However, if you have recently sold them a product or provided a service, ask how it’s worked out.  I know you can think of something to say. Just think about what you would like someone to say to you after you had spent your money with them.  It really doesn’t matter what you say, as long as you sound interested in them.
 
2) If you don’t want to call them on the phone, then send them a short handwritten note, yes snail mail!  Once again, let them know you are thinking about them and if they h ave recently purchased something from you, THANK them. You would be surprised how many businesses never thank their clients and when a client receives a thank you note, it stands out!  If you are worried about your handwriting or the specific wording, don’t be.  Again, it is more important that you send something.  If you are still worried about your handwriting or what to say, there are services such as “Send Out Cards” which I would highly recommend
 
ACTION ITEM:
 
When was the last time you asked for a referral from a satisfied customer? Who is going to be your best referral source?  A satisfied client, of course. There are a number of different ways that you can asks for referrals, but again the space constraints of this Article prevent me from going into some of them. If you are interested in learning more about how to ask for and get more referrals, I would highly recommend reading Endless Referrals by Bob Burg. This is not just a quick how to book, but a reference source you will continually use.
 
If you do get a referral from a client or customer, make sure you let them know you appreciate the referral by sending a brief thank you note or even a small gift. Again, you will be remembered for doing this and it will get you even more referrals.
 
ACTION ITEM:
 
Find a referral partner. By this, I mean search out and work with someone who compliments the service you perform so that you can work together. For instance an Attorney could seek out a CPA or a Financial Planner, and visa versa.  A sign company could seek out a printing company, etc. You get the idea. With a referral partner you will not only be in a position to get referrals from you r partner but also from his/her referral partners.
 
ACTION ITEM:
 
If you are reading this, you are most likely a member of the Tinley Park Chamber of Commerce. When was the last time you attended a Networking event.  I know the Chamber has at least three networking events each month and often more and by attending one or more of these events you would certainly be meeting other business owners who might need your services.
 
If you feel uncomfortable going to a Networking event, ask a friend to go with you. I used to always hate to walk into an event alone when I felt like I didn’t know anyone.  I’m sure you know someone who does go to Chamber Networking events, so ask them if you could go together sometime.
 
I know I have mentioned Bob Burg’s book Endless Referrals, but he also has excellent sections on Networking, both the dos and don’ts.  Again, I would strongly urge you to pick up a copy of this book.  It will prove invaluable.
 
MY ACTION ITEM TO YOU:
 
I want to pose a challenge to you. After reading this article, you can choose to put it away and forget about it, OR you can do this:
 
Re-read this article with a notepad in hand  and pick 2 or 3 of these action items,  thinking about how you could use them in your business and start RIGHT NOW to begin to using them!  These are simple actions that don’t cost a lot of money or take a lot of time and you can put into practice immediately. I guarantee that if you do these actions consistently you will get more customers or clients. What are you waiting for, as the Nike commercial says…JUST DO IT!
 
If you have any questions or would like to find out how you might benefit from a Get Clients Now! Program please give me a call at 708 785 4022 or send me an email at: jet@midwestconsultants.net.  If you would like to read more Articles on getting and keeping customers/clients, visit our web site www.midwestconstultants.net