When consultants think about growing their practice, most lean towards client acquisition.
While there’s no arguing that attracting and landing new consulting clients will be a critical factor in your success. There is however an often forgotten and more profitable option to grow your consulting business – selling more to your existing clients.
Asking your clients what challenges they are facing, what they’d like to have but currently don’t, allows you to respond with a solution or recommendations. This often leads to new work.
Selling to existing clients is far easier than selling to new ones as they already know you and trust you. Plus, it costs less and therefore makes it highly profitable.
In today’s post I’m going to share with you seven ways you can sell more services to your existing clients:
The Pareto Principle states (in this case) that 80% of your business will come from 20% of your clients. Which clients are you focusing on? Which ones are you giving your highest level of care and attention to? Which ones are most likely to continue working with you and be open to hiring you to help them with additional projects? Look at your client list and find your most valuable buyers.
Give New Ideas to Grow THEIR Business
Show your clients new ideas and how they can be used to build their business. By doing so they are very likely to hire you to help them with the new project. You already know their business, industry, strengths and weaknesses (they are an existing client after all) so you’re well positioned to make these recommendations. Continue Reading