Marketing for Consultants on A Shoestring

What You’re Missing: Instant New Profit With Current Clients presented by Lewis Green, Author/Consultant, L & G Business Solutions.

Here is a taste from my presentation:

Easy Things You Can Do Today to Market and to Stay in Touch with Current Clients, to maximize leads and referrals and to get more of their work.

1. 1. Engage your clients at least quarterly. Research tells us that clients forget about us after two to three months.
2. If you engage them with sensitivity and respect for their time, but more importantly, by offering value, they will appreciate your efforts and not see you as intruding on them.
3. Use a contact manager, a customer relationship manager or sync your contacts with Plaxo Pulse. The key dates to enter after the primary contact information are your clients’ birthday and anniversaries. Send them an electronic card on these dates, signed with your name, your company name and anything new, such as the name of your new book, new products and services, new product versions and so on.
4. Your clients will appreciate your attention, it is easy to do, and will not be seen as interruptive.
5. Create a client distribution list and every month or at a minimum every quarter send the list either a newsletter or a thought paper. You will get about a 20% open rate.
6. Use an online system such as Vertical Response or Constant Contact, track who is reading, and send those people thank you notes and let them know how much you appreciate their business.
7. Understand social media—blogs, vlogs, podcasts—and social networking—LinkedIn, Plaxo Pulse and Facebook—and how it can benefit you by providing free but valuable content, by keeping you in touch with peers and clients and by having a presence where referrals and leads are easy to give and receive.
8. Network, network and network some more where you will see current clients and, of course, meet new clients. Talk with them about their lives and their business, not yours. It’s always about them, not us.
9. Take your best clients out to lunch once or twice a year. Again, talk with them about their lives and their business, not yours. It’s always about them, not us.
10. Be personable, conversational and never, ever sell when you are providing information or networking.
11. You won’t get many referrals and leads if you don’t ask. So ask! But ask when you are face-to-face, not through e or snail mail.
12. Don’t just ask for leads and referrals, give leads and referrals. In fact, giving them is the fastest way to get them.
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