Getting Your First or Next 10 Clients
Some days it just seems like a mystery. Where do your clients come from? How do they find you? Why does it seem like some people find clients easily and for others, it just takes forever between each new client?
You’ve all heard of the know, like and trust factor, right? It’s the principle that says those who know, like and trust you will be most likely to buy from you.
Well it’s true at just about every level of your business – whether you are just starting out or are super advanced.
At the beginning of your business – your first 10 clients will most likely be within two groups: friends, family, and followers or friends of friends, family and followers.
My very first client was a yoga teacher whose class I took. The second was a friend of a colleague at work. The third was a friend of my best friend. Four, five and six came from my old jobs.
I see this over and over again with my clients – their initial clients come from their inner life circles.
But this phenomenon isn’t just related to your first 10 clients. I see it happening at every level of business. When you are filling your first high-end group program – the first clients to register are usually those that have been on your list for a while, seen you speak, or were referrals.
These people have experienced you in some way – so they are willing to take a risk and jump into your program first.
So what does all this mean as a marketer? Here’s how you apply these insights.
1. Make sure that you are marketing and connecting with your inner circles at all levels in your business. When you begin your business, make sure you send regular direct mail and e-mail to your friends, family and colleagues alerting them about what you are up to. I suggest snail-mailing once a month. Let them also know how they can refer their friends to you – what kinds of clients are you looking for, and how to talk about you.
2. If you are filling a new program – either high or low priced – be sure to reach out to existing and old clients first. Ask them if they are interested in joining and if they have some friends that might be interested in joining the program.
3. Make sure to give people chances to get to know you as you launch new programs, other than just by being online. Give talks, travel to events, allow people to approach you – so that when they are ready to buy – you’ll be one of the people on their list. Don’t try to do all of your marketing from behind your computer – not only does that lead to fewer clients, it leads to clients who aren’t the best fit for you, because they don’t really know you.
So for your first 10 or next 10 clients – remember to reach out to create a tribe of friends, family and followers. You’ll find that keeping a full client load is much easier when you reach out to those that already love you.
Leave me a comment and let me know how you reach out to friends, family and followers.
