I have the tremendous privilege of meeting with digital marketing consultants on a weekly basis. In these meetings, one of the most common questions I hear is “How the heck do I get more client leads?”
While there are many strategies, philosophies and entire books out there dedicated to this subject, the very first step in the process of getting more clients is to increase your “leads”.
In simple terms, a “lead” is some type of interaction with your company by a prospective client who is interested in your products or services. This type of interaction could be an in-person meeting, a phone call, viewing your social media post or checking out your website and opting into your email list.
I have yet to see a consultant pick up a new client who appeared out of thin air and was not a “lead” for at least for a short period of time before committing to be a client. Therefore, the prerequisite of all new clients is becoming a lead first.
Over the next several weeks, I am going to share with you several of the 8-step Lead Generator strategy that I teach my coaching clients for getting more client leads, without breaking the bank…
Step 1: Ask Your Raving Fans for Referrals
I’ll be the first to admit it…this first step might seem completely obvious and is probably nothing that you haven’t heard before. But the reason I still start with this one is there tends to be a rather large gap between what we “know to do“ and what we “actually do”. Sometimes consistently executing a simple strategy beats striving to find the “ultimate” new and exciting sales strategy.
The warmest leads (or those most likely to become clients) are referrals from a raving fan of your business. This could be an existing client or someone who knows your business well. How do you know who your “raving fans” are? Think about “who’s already out there telling everyone about you and your business?”
The best way to ask your raving fans for referrals is to simply ask for one, but make sure to be very specific in your ask. Be sure to tell them specifically who you are looking to be connected to.
Some of the most ineffective referral “asks” I hear are “I’m looking to meet a business owner with 10 or more employees” or “any business that is looking to grow”…basically generic and boring, right?
Here’s an example of a more specific ask, “I am looking to meet a marketing director at a mid-sized company who targets stay-at home moms in the Midwest and “gets” the value social media, do you know anyone like this?”
Today’s Action Item: Who are the 3 biggest fans of your business? Contact them today and ask for a referral.
If you would like more leads and referrals, my 6-Figure Freedom program may be just the thing you’re looking for. It is the signature program that I created to help digital marketing consultants get to 6-figures, fast, and spend more time with their family.
Chris Rudolph is a husband, father of 3, and a Freedom Business Coach for Digital Marketers. He specializes in working with those who are underpaid, hustling around the clock or missing out on valuable family time build their own Freedom Agency. He helps them grow their income, scale with a team and enjoy more time with their family.