When you don’t turn that prospect into a client right away, what do you do?
One of the most common reasons consultants fail to land more clients is because they lack a clear follow up plan and strategy.
The incorrect assumption people have is that if you don’t win a client early in the relationship the chances of winning them decrease over time (as shown in the diagram below from a study by Marketo).
The truth however is the exact opposite (as seen below). The longer you nurture a relationship and stay top of mind with your ideal clients, the greater the chance you’ll have to win them as a client at some point. It might take, weeks, months or years.
The point is, the more prospects you bring into your universe, and the more that you are nurturing and building relationships with, the MORE you’ll have turn into clients.
Here are 5 things you can do to stay top of mind and get more clients:
- Send them valuable information on a regular basis.
- Invite them to events you are involved with or suggest ones they might want to attend.
- Get them involved in any research or studies you’re conducting.
- Meet with them as often as you can.
- Have them speak or participate in an industry panel or conference.
Do you have a follow up plan and strategy in place to build stronger relationships with your ideal clients and win more business? If not, it’s time that you do.
If you’re interested in learning exactly what you need to do to consistently land more ideal clients and generate more qualified leads be sure to take a look at the marketing for consultants program.