How did you get your last client?
While the answer is fresh in your mind, where did they come from 6 months ago…what about, oh say, 18 months ago?
Got it? Good.
I was in a weekly client meeting on Zoom two weeks ago, when I asked the group this same question, and what happened was something like…
“Hmmm, I think they came from so and so?!” Right?! Then they start asking the other members of the team like they have the answer.
Rarely do I receive a confident response.
I tell you all this because the key to getting more clients starts with knowing where your clients came from, to begin with.
Yes, ALL of them.
Don’t have any? Don’t worry. With a little digging into your competitors, you can find out where their clients came from and reverse engineer backwards.
It’s not rocket science, it’s elbow grease.
Insider tip: most business success is elbow grease, aka good ol’ fashioned work; or werk?
Get More Clients by Keeping Track of the Old Ones
However you slice it, by keeping track of this tiny bit of information, you’re able to get more clients that are similar.
If we go a little deeper, knowing where they come from can help you find similarities in their habits and behaviors. That gives you enough info to target your ideal client with Facebook ads, Google search or display ads, even in your social media posts. Not in a spammy way, but in a hey, I have something valuable you want, here’s how to get it, and then show them what life’s like after.
I’ll show you how to use this basic information to actually get more clients, with organic and paid promotions using lifecycle content paired with a funnel framework in another biz fundamental article. Sounds complicated, but it’s pretty easy.
And, that’s how you turn advertising into profit.
You gotta know your clientele.
Here are 2 simple questions to ask, that in my experience, will get you more clients:
- What source did they come from? (Facebook Ads, Google search, a friend, your network, or even serendipity)
- Why did they hire you? (Was it your presence online, your local ads they see everywhere, whatever it is, just get the specifics from them?)
But guess what? Most people in business fail to keep track of even this little bit of info.
They get busy with the billion other things going on in their business…
But, if you want to spray and pray your marketing dollars away, skip this step.
Butt (that’s but #2), if you want to get more clients, don’t skip this step.
Look, I didn’t say this was going to be a lesson in rocket science, buttt (número 3), it’s one of the many easily reversible mistakes made by business owners in all stages.
Starting is simple, create an Excel doc (I know, Excel isn’t sexy, but the information in it is!) with the answers to the 2 questions for every.single.one.of.your.clients.
Past, present and future.
There’s gold in this list.
And gold pays the bills…well, not literally. But, you know what I mean.
Practice the fundamentals…and fundamental número uno is:
Your past clients are the key to getting your future clients.
Try it with full-on emotional intensity and see the difference.