Ready for a new customer, like now? Here's exactly how. (No fluff!)
I've been there before. Maybe you just need to feel some traction and growth this week. Maybe you legit need the cash, or maybe you want to pump up your revenue and finish strong.
For whatever reason, sometimes we need to make it rain. Like, now.
How do you actually get that new client? He's how you can land a new client *this week, in 5 steps that you can do today.
So if you're really serious, clear your calendar and let's get down to business. Turn up your speakers, turn on the coffee pot, and start blasting the tunes that make you feel pumped up and confident. Check out this post for some playlist inspiration.
First, delete whatever is on your calendar that is not critical for you to attend. This is important, and will take time and effort. You need to clear your schedule. Text, email, whatever you need to.
*While it is highly probable that this process could produce a new client almost immediately, and this happens all the time. It does take time for a client to book and sign. So how quickly a new client will sign and book varies depending on your business.
Get ready for a mini blitz!
First, we need to make your odds of success as high as possible. So ask yourself, "What does this amazing new client I am going to land this week, realistically look like?" (For example, it may not be realistic for it to be an enterprise level client, because their buying cycle usually takes longer.)
- What is the most lucrative client you've had, who you can also quickly close? (Within 1-2 conversations)
- What type of client are you able to most successfully (and happily) able to serve?
Step 1: Start Building a Prospect List. Ask Yourself This Question "Where Would I Network to Find More Clients Like this?"
We're not going to be networking, the purpose of this exercise is to think about where you might meet more people just like your ideal customer. If you could go anywhere in the world, and meet more clients just like your ideal clients, where would you find them? Do a quick brainstorm:
- Meet-Up Groups
- LinkedIn Groups
- Facebook Groups
Now, do a targeted online search. Are you able to find contacts, either names or companies? If so, you're on the right track. Start making a list of companies or names of people you'd like to reach out to.
Step 2: Use email lookup techniques to find the email addresses for 25 of your ideal customers.
Use tools like LinkedIn, Rapportive, Toofr or Lead411 to verify and look up the contacts for your list of companies. Create a spreadsheet with the info and fill in the verified email addresses. If you want a Free How-to Guide: Find and Verify Direct Email Addresses- Step by Step, sign up to get the FREE download at the bottom of this post. I also included a bonus - successful email prospecting templates for you to try for yourself.
Step 3: Send prospecting emails to your ideal target customers.
To amplify your chance of success (or even better, get multiple new clients) do this for several days.
For this particular activity, it's a numbers game. A well thought out and well rounded outbound prospecting strategy is a longer game spread over a multiple week email prospecting strategy. But in this case, we are trying to get you a quick win. A certain percentage of targeted customers you reach out to will be in a buying cycle. This means they are looking for you, and they meet my three step criteria to be qualified as a lead.
3 criteria to be a Qualified Lead
- They have a need
- They want it solved
- They are comfortable with moving to the next step
At this point, if you were successful in targeting prospective clients, and your emails are written effectively, you should start seeing various replies within a few hours.
The copy that you use to reach out must be concise, clear, not annoying and make it very easy for your prospect to respond if they are interested. You are not trying to close a sale with this email, you are only trying to determine if they have a need and an interest in what you offer.
Step 4: thicken your skin, and Follow up.
At this point, even if you've received some replies with varying levels of interest and are able to move on to next steps with some of them, you should continue the process with the rest of your prospect list.
A large percentage will not reply.
- Some people may tell you they aren't interested.
- A small percentage of people may even be rude.
- A small percentage will reply and express some interest, some may likely be very interested!
This is the law of numbers working in your favor. Your timing will be just right for some people, and timing is everything.
Consider every "No" response one more step to a Yes. As for the rude ones, silently thank them for making it very clear that you don't want to work with them! (Note: Some industries and professional categories can be more rude than others. Somewhat surprisingly, in my experience coaches (life coaches, business coaches, etc.) tend to be very high on the "Rude No" list. So if you are prospecting to coaches, thicken your skin a little more than normal.)
What is the point?
The next step (and immediate goal) is to set up a discovery call to have a meaningful conversation about their needs and your unique value proposition. If the prospect qualifies as a lead for you, you should be able to move them through opportunity stage. My next course will be about how to have this powerful Discovery Call with potential clients. (Sign up below to hear when this course comes out).
Step 5: Reach out and follow up on non-opens and non-replies.
People are busy, a lot of them will miss your email. Or they'll kinda sorta see it on their phone between meetings, or while trying to pick up their kids from school in rush hour traffic while trying to get through their day. Chalk it up to timing. It's not you, it's not them. It's nobody. It's just time.
The real power is in the follow up. Consistently doing this is how you build a pipeline over time.
Wait a few days, and reach out again. Inquire politely if they saw your previous email and restate your request. Most people won't have even seen the first email, or they have since forgotten about it.
Statistically most prospecting emails receive a reply somewhere around the 6-8th follow-up! Persistence pays off. It's all about timing, cadence, and the strategy and wording that you use.