Finding the right clients is only half the job done, you also need to convince them to entrust you with new projects. Intense competition among consultants has made this task very difficult. Once you have a list of ideal clients in hand, you need to draw their attention and ensure that they get in touch with you.
Contacting Potential Clients
There are a number of ways of getting your message through to the clients and attracting their attention. The most popular ones include email and telephone. While sending emails it is important to take care not to create spam. Rather than sending messages in bulk, customizing them based on individual client requirements is recommended for maximum impact. Ensure that the subject line is concise, crisp and to the point. The entire piece should be well thought out and should strongly motivate potential clients to get in touch with you.
Making an Irresistible Offer
Your message should clearly state your offer and highlight its advantages. But merely stating the benefits is not enough. In addition to emphasizing how the client is likely to benefit from the service, you also need to address the doubts or concerns that the client may have and remove them. Offering some form of guarantee is one of the most effective ways of overcoming client hesitation. Creating a presentation or a report offering useful information and asking prospective clients to contact you to get it is also an effective approach.
Although follow up is one of the most important steps, it is often ignored. Overlooking follow up is likely to result in the loss of a significant number of clients. Successful consultants know that for converting a prospect into a client, at least seven or more communications are required. Relationships are the basis of all business activities and building a relationship takes time.
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