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The 8% Secret to Getting More Clients

By Michael Zipursky

Each morning my alarm goes off at 6am.

By 6:30 I’m jumping up and down and moving side to side at my strength and fitness class.

After being in Europe for two weeks on vacation with my family I noticed a change at my class when I returned.

There were far fewer people than before.

In fact, one of the members said to the instructor “I guess New Year’s resolutions have worn off”.

The instructor replied “Yeah, too bad for those people.”

I laughed to myself and realized how true this was. I’ve seen data online (however accurate it may be) that only 8% of New Year’s resolutions are successful.

Put another way 92% of the goals people set never become reality!

I’ve seen it happen each year.

The gym gets packed with people in January and by mid-February or March it’s thinned out again.

Then just before summer people flood in again hoping to get their bodies in shape before they parade their glowing contours on the beach.

Easy and Hard

Showing up at the gym is easy.

Coming back the following week is easy.

Continuing to make it a habit week in and week out, month in and month out, year in and year out is WHAT counts.

If you want to get healthier, become more fit, isn’t a commitment and dedication required?

Does going to the gym or eating healthy for a day, week, or month really matter if you’re not going to continue it?

Miracles All Around Us?

We see people who can play instruments or sing exceptionally well? Men and women with sculpted bodies like top models? Athletes whose speed and agility bewilders us and leaves us in awe.

We look at all these situations and think how lucky and amazing these people are. “How nice it would be if I could do that too!” we say.

And yet we can.

That’s the beautiful thing about life. Each and every one of us CAN achieve what we want.

Most people aren’t willing to take the action required to achieve it.

The reality is you need not only a proper marketing plan in place to be successful, you must be dedicated and committed to the execution of that plan.

A master chess player isn’t born with a supreme knowledge of the game.

They reach master level by working at it day in and day out.

Secret to More Clients

Everything I’m sharing with you here can be applied to your marketing.

Consultants often take the same approach. They start marketing their services. They don’t get the results they want and then they stop.

They either give up completely or they move on to trying some other type of marketing. And they experience the same lack of results.

If you want to attract more clients on a consistent basis you must be dedicated to making it happen.

As the chart below shows, people expect fast results with their marketing efforts. They believe that greater results are seen upfront leading to lower levels of success as time goes on.


The reality however as this Marketo graph shows is that consistency wins. On-going marketing and nurturing of prospects is what allows you to attract ideal clients consistently and win more business.

My article on the importance of follow up demonstrates this. As you can see from the numbers below commitment to keep at it pays off.

  • 2% of sales are made on the first contact
  • 3% of sales are made on the second contact
  • 5% of sales are made on the third contact
  • 10% of sales are made on the fourth contact
  • 80% of sales are made on the fifth to twelfth contact

Why am I sharing all of this with you? Sure, I know it’s easier to dream up a successful launch or marketing strategy and get all excited about how well it will work. The thing is, I really care about your success.

I want to help you avoid the trial-and-error and costly mistakes consultants so often make. The reality is you need not only a proper marketing plan in place to be successful, you must be dedicated and committed to the execution of that plan.

If you’d like help to create an effective marketing plan that consistently attracts your ideal clients and get step-by-step coaching and guidance to implement it successfully you may qualify for my marketing for consultants program.

2 thoughts on “The 8% Secret to Getting More Clients

  1. Being successful in marketing and sales – or anything else involves sticking with it from a long term-perspective (Malcolm Gladwell calls it the 10,000 hour rule) and the short-term, persisting through to the 5th through 12th contact. The longer you work with someone, the more they will begin to trust you and the more competitors will simply give up. Great article. Thanks.

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