The Reason You Don’t Have More Clients
Written by Dave Lorenzo on May 21, 2020 / Inside BS Podcast
There is one question I’m asked consistently each time I connect with a new client for the first time. “Why don’t I have more clients?
Often people think they are doing everything they can to build and grow a professional from. Maybe they join a networking group or hire a company to build a website for them. And they sit back and wait. And wait. And wait.
They believe this one tactic alone should result in an influx of new clients to their doorstep. The reality is, you need a consistent, sustained system in place in order to attract new clients to your firm.
Take a step back and objectively look at your client attraction efforts. See if you recognize any of the issues below.
Here are the four reasons you don’t have more clients:
Client attraction is not a priority. This is the most common reason you have less business than you’d like. You should spend at least 50% of your time on client attraction activities. If you are a professional(attorney, CPA, architect, engineer) there’s a chance you’re spending 8-% of your time or more doing the actual work. This is going to kill your business.
If you spend 80% or more of your time executing your service delivery, you’ll wind up with peaks and valleys in your business. This means you’ll attract new work, service that work, then need to go out and start all over again.
Your choices are simple: Develop work that is easy to deliver – like advisory services or automate service delivery (through hiring people to deliver the service).
Lead generation is non-existent. You need to constantly develop new leads. This means you must constantly get people interested in you, the problems you solve and the value you provide. You can do this through educational seminars (delivered virtually via webinar) and written articles, white papers and courses.
Offer to deliver educational sessions to every organization to which your clients belong.
You don’t ask for referrals. Clients and evangelists want to refer you. They just don’t know you will accept referrals. This sounds crazy, I know. But you need to educate people on how they can refer you. Do this by giving them these specifics:
Who is your ideal client?
What is his/her role in the company?
What industry are they in?
How can you help them?
When you ask for referrals always be specific.
You don’t follow-up. After someone does business with you, you must stay connected to them. Email them weekly. This can be part of an on-going educational campaign. You should educate entertain and inform. This follow-up system will keep you top-of-mind with your clients and evangelists and it will help them stay connected to you.
These four things are the minimum requirements if you hope to build a thriving professional practice. If you execute them perfectly, you’ll develop enough relationships over time to sustain and grow your firm.
If you’d like to stay connected to Dave Lorenzo and a group of professionals who will support you, help you grow, and connect you with ideal clients, join Dave Lorenzo’s Inner Circle Community. During the Covid-19 crisis, Dave is offering his subscribers the opportunity to join as VIP members for a reduced rate of $147 per month or $1,047 per year. This investment is easily recouped thorough the acquisition of one new client.
To apply for membership visit: https://davelorenzo.com/inner-circle-special-invitation/ or