Sometimes, it’s best to not reinvent the wheel or “fix what ain’t broke,” as the saying goes. Let’s say you have several clients you absolutely LOVE (they get great results from working with you, they pay you on time and never negotiated, you like them, they send referrals, etc.). Now, look at where all of these clients have come from.
Perhaps it’s a particular networking group, or a talk that you gave, a referral from a strategic alliance or Center of Influence, or a referral from a client. It’s important to see where your clients have come from so that you can do more of the same.
Avoid focusing too much on what hasn’t helped you attract many clients, but rather, what HAS worked. That’s what you want to focus on.
One way to keep track is to set up a system for this. Each time a new private coaching client signs up to work with me, they fill out a section of my Welcome Packet that says “Whom may I thank for your referral?” This is a great way to keep track, because you’ll forget, but they won’t.
I use a column in my bookkeeping sheet that I’ve labeled “Referred by” next to the client’s name and in that column I note who referred that person, where I originally met them, or what talk they came to hear. At the end of the quarter or the year, it helps me to eliminate the marketing efforts or networking groups that aren’t working and focus on the ones that are.
This also has the added bonus of tracking which referral sources have given me the most leads and reminds me to thank them appropriately for each and every referral.
Your Client Attraction Assignment This Week:
- Start tracking where your clients come from so that you can continue marketing there.
- Ask each and every client whom they were referred by or where you met.
- Create a worksheet to keep track of this.
- Review this often to see what’s working and what’s not.
- Focus on (and do more of) what works and eliminate the efforts that don’t produce results.
Having trouble getting a lot of clients in the first place? I recommend the Client Attraction Home Study System™. I’ve outlined every Client Attraction technique in detail, and it’s all there so you can start using it right away to get similar results. It’s all step-by-step, not a big mishmash of things. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. SO easy. That’s why my students have gotten such great results from it. All the tools, scripts, templates, and examples are handed to you on a silver platter. You can get yours at TheClientAttractionSystem.com. Why struggle when you can just model a system that already works?
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Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System , the proven step-by-step program that shows you exactly how to attract more clients, in record time…guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your income, visit www.ClientAttraction.com .
Great post. I the reason why I enjoy it so much because it provides a way to really craft your system in place so your business runs like a well oiled machine. Organization and a solid structure is very important to developing a successful business this post provided both.
This is a great system Fabienne. I do that and I keep checking it to ensure that my marketing hours and dollars are being spent wisely. I also audit if the referral source generates long term clients or just small project based clients.
Sometimes you could end up spending money on marketing and the outcome does not cover the costs. For someone like myself who provides business support and development, you want to ensure that if you are spending x amount of dollars for 6 months and the amount of clients that you get from the referral does not cover the cost then it is not worth marketing to that particular source.
It’s great to hear that a great coach like yourself Fabienne, is around to help us and to confirm if we have a good system in place or not. I have learned so much from you and your great tips and resources help me to realize if systems I have in place are good or not.
Thanks as always!!
I’m actually using your system right now. I’ve following your lead with networking and I’m amazed how many people I’ve gotten to know and connect with after only a few networking events. Next month I’m planning on joining two additional local networks. I’m curious about how what to do about continued follow-up after several meeting.