More New Clients
More New Clients
The good news is that developing brand new business does not need to be terribly difficult nor complicated as long as you keep just a few things in mind. That's all. If you focus on a couple of things you will find that you can drive lots of very targeted traffic to your website and then convert large percentages of them into paying clients.
Not surprisingly, the first thing you need, if you are really serious about having a marketing system that works on autopilot, is a website. This could be either an additional page to your existing website, or a free standing one page website. Given how inexpensive it is to set up a new website, if you are primarily focusing on getting more new clients as your "mission critical" business objective, then I would recommend just setting up a one-page website using the tools that I have discussed in previous articles.
The key with your website is to make it what we call "sticky". That simply means that you want people to slow down and spend some time on your webpage once they are there. The internet is a very fast medium which is both a blessing and a curse. The good news is that people can access your information at any time from any place. The bad news is that people can jump on and off your website in the proverbial blink of an eye. Thus our objective is to slow people down and make them want to learn more about you.
The key to accomplishing this is to offer visitors some sort of interesting free information that pertains to the reason that they came to your site in the first place. So, in order to get people to slow down, in order to make your site "sticky" you want to think about what are the problems that your visitors are trying to solve. Not surprisingly this could be more than one specific thing, thus you may want to create a number of free reports, each of which focuses on a specific issue.
Your free report should be a blend of both practical and helpful information coupled with promotional material about your services. Remember that the ultimate goal is to get more new clients, so you don't want to just be giving information away. I've found that if in the first two thirds of the report you provide good solid tips and ideas, readers will actually be quite interested in learning more about how they might work with you and the additional services you offer. It is also important to include at the end of your report a very specific call to action. In other words, what do you want your reader to do once they have finished reading the report? From a practical perspective, there are a lot of things he or she can do, but only one or two of them actually benefit you.
For many small businesses the next step in the process is to have a real live conversation with the prospect. If that's your objective, then you want to make sure that your report concludes with a Next-Steps section. The most common call to action is "Please call us for a free consultation". Unfortunately it's likely that will only encourage a very small percentage of readers to actually take you up on your offer. Here's a tip. Include in this Next-Steps section a list of questions that you typically answer during the free consultation. When you give people specific ideas for the types of information they will get, that encourages people to respond.
More New Clients - To learn more about this author, visit Mark Satterfield's Website.
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If you are similar to most consultants and owners of small businesses, one of the key issues that's top of mind today is, "How can I get more new clients?" Although this is an ongoing challenge for all business owners regardless of the economy, in today's recessionary times, getting more new business takes on critical status.
The good news is that developing brand new business does not need to be terribly difficult nor complicated as long as you keep just a few things in mind. That's all. If you focus on a couple of things you will find that you can drive lots of very targeted traffic to your website and then convert large percentages of them into paying clients.
Not surprisingly, the first thing you need, if you are really serious about having a marketing system that works on autopilot, is a website. This could be either an additional page to your existing website, or a free standing one page website. Given how inexpensive it is to set up a new website, if you are primarily focusing on getting more new clients as your "mission critical" business objective, then I would recommend just setting up a one-page website using the tools that I have discussed in previous articles.
The key with your website is to make it what we call "sticky". That simply means that you want people to slow down and spend some time on your webpage once they are there. The internet is a very fast medium which is both a blessing and a curse. The good news is that people can access your information at any time from any place. The bad news is that people can jump on and off your website in the proverbial blink of an eye. Thus our objective is to slow people down and make them want to learn more about you.
The key to accomplishing this is to offer visitors some sort of interesting free information that pertains to the reason that they came to your site in the first place. So, in order to get people to slow down, in order to make your site "sticky" you want to think about what are the problems that your visitors are trying to solve. Not surprisingly this could be more than one specific thing, thus you may want to create a number of free reports, each of which focuses on a specific issue.
Your free report should be a blend of both practical and helpful information coupled with promotional material about your services. Remember that the ultimate goal is to get more new clients, so you don't want to just be giving information away. I've found that if in the first two thirds of the report you provide good solid tips and ideas, readers will actually be quite interested in learning more about how they might work with you and the additional services you offer. It is also important to include at the end of your report a very specific call to action. In other words, what do you want your reader to do once they have finished reading the report? From a practical perspective, there are a lot of things he or she can do, but only one or two of them actually benefit you.
For many small businesses the next step in the process is to have a real live conversation with the prospect. If that's your objective, then you want to make sure that your report concludes with a Next-Steps section. The most common call to action is "Please call us for a free consultation". Unfortunately it's likely that will only encourage a very small percentage of readers to actually take you up on your offer. Here's a tip. Include in this Next-Steps section a list of questions that you typically answer during the free consultation. When you give people specific ideas for the types of information they will get, that encourages people to respond.
More New Clients - To learn more about this author, visit Mark Satterfield's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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