3 easy things to do today that will win you work
15 February 2012
Posted by: Douglas McPherson | Comments: 0
When we’re discussing marketing and business development, our clients regularly ask us if there is anything they can start doing differently (and immediately) that doesn’t require a great deal of money, time or resource.
The answer of course is that there are loads of things! But here are 3 – with our compliments – that you can implement today.
Reactivate: How many clients do you have where you did the work and they never came back for more? Fish them out of your database and reconnect. It’s not a cold call, they already know you! This makes it easier for accountants, lawyers, barristers and attorneys to make those calls. It’s also proven that from every 10 calls, you’ll get 1 piece of work – 1 piece of work that’s already on your desk!
Service: You need to hold on to your clients, now more than ever. At the risk of repeating myself, it won’t be your technical skills that keep them, it’ll be your relationship and the best way to cement that relationship is by offering a higher level of personal service. Ring them, visit them, meet deadlines, turn correspondence and queries around quickly, sit down with them and discuss what they really consider to be added value then deliver it.
Don’t give up: Everyone (within sales just as much as within the professional services) drops leads too quickly. Statistics say you tend to get somewhere on the 5th call, not on the 1st. It may not have been the right time before or the need may not have been there but stay on the radar and make sure you are in sight when times change or a need appears.
All of these things work – that’s not our view, that’s proven. If you take 5 minutes today and pick 3 current clients, 3 past clients and 3 contacts that never went anywhere and give them a ring, you will win work!
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