There are two client lists that matter. One, the clients you are currently partnered with and two, the clients you have already completed jobs for.
Obviously, the first one brings in the cash, but it is the second list that helps you grow and attract new clients again and again. It is your previous clients that boost reputation and referrals.
To grow both of these client lists, you will need to follow these four easy steps:
Get Your Brand and Expertise Out There
Get your brand out there and solidify your reputation. Speak at events, host events, get in industry publications, provide interviews or consult. There are many ways you can get your name out there as an industry leader, and when you do clients will be on your line contacting you.
Encourage Referrals
The best form of marketing is word-of-mouth. Therefore encourage your previous clients to refer you to their business partners. Offer a deal for referrals to encourage this new client to work with you, and a discount to encourage that old client to use you again. There are exceptions. You won’t be able to do this for example, if you work in certain industries due to regulations. That doesn’t mean you cannot still ask. The only difference is that you cannot provide a referral system or discount.
Partner with Other Reputable Companies
Another great way to grow your client list is to work as a sub-contractor. Your client list will grow simply because you are partnered with a complementary company. Therefore their clients are your clients and you do not need to spend time and money on sourcing them. Instead they come to you, your business partner gets to provide exceptional service to his clients and everyone is happy.
Use Professional PPQ and Bid Specialists
In some cases, you will need to acquire clients during a bidding process. This process often forces companies to negotiate their prices down to win the contract. Rather than go too low, and then risk providing substandard work, hire a company like Executive Compass. They are PPQ, bid and tender specialists who can help you win both public and private sector clients.
What to Remember When Building Your Client List
There are, of course, a few things that you need to remember when building your client list:
Don’t Stretch Yourself Too Thin
Only take on as many clients as you and your employees can handle. Each client must be treated with the utmost care and respect. If you stretch yourselves too thin, client care and the quality of work you produce will suffer. Your current clients won’t be likely to refer you to their partners or return to you again if you do this.
Client Lists Ebb and Flow
Don’t put pressure on your teams if your client lists ebb. That is the way of things. You cannot always have the maximum number of clients at all time. Instead, aim to put money away so if an emergency cost comes in during a slow period you can handle it.
