Get more clients for your business without cold calling
If you are just getting started it’s sometimes challenging to grow your clientele. Most “gurus” will tell you to either bother every family member and friend you have or worse, cold call. Here’s why both of these methods could actually be a problem for you in the long-run.
For one, most of the people you are already surrounded by are not going to be your target audience. Sure, you might make them feel guilty enough to buy from you once but they won’t be repeat customers because you aren’t solving their problem.
What you’ll actually want ask them for referrals. Referrals are a great way to get your foot in the door because they are usually warm and the person has an already partially developed trust. You have a much higher probability of these prospects potentially turning into clients.
How to ask for referrals
If you don’t currently have any clients, start with your community. Let them know what you are trying to do and ask if they know anyone who could use your help. There’s a high probability they will not have anyone right off the bat, but down the line they can send you over someone.
Go out to networking events. This is how I got my first client. I had been attending this particular group for 2 months without gaining a client. That was two months of group networking and 1 on 1s every week. The people started to really understand who I was and what I could do.
Finally, 3-6 people asked me for help with their business. The best part is that they were already warm so we immediately started together by focusing on strategy and pricing.
Ask your previous clients for referrals. If you have done a good job most people will not mind sending you referrals. In fact typically they will know other people in their industry who are looking for similar products or services. Bottom line here is to use your network to your advantage.
Second is cold calling, have you ever been busy working on a project when suddenly you hear the phone ring. You take a look just to discover it’s a spam call. Or let’s say you actually answered it thinking it could be important, but soon you realized you’ve been tricked because it’s a telemarketer. Don’t be this person. The chance of you actually getting this person’s interest on a cold call is very slim, possible, but slim.
What could I do to get business instead of cold calling…?
Establish yourself with case studies or a proven track record showing that you know what you are talking about. Working on a case study should be done a discounted rate (possibly free if it’s worth it) in order to get your foot into the door with this particular client. That is why you’ll want to be careful in choosing who to build your case study with. This company needs to have a lot of brand authority in their industry.
Create an alliance with other business owners. Find other people in your niche that can benefit from your service in exchange for referrals. So if you are a graphic designer, work in alliance with marketing agencies or SEO agencies. Ask them to consider you for their upcoming projects, in exchange if you know someone who would need their service refer them.
Guest posting and podcast are another great way to get your brand out there. If you have something valuable you can share with someone else’s audience then this is going to help you get your service in front of more eyes. Create a list of topics you’d like to cover, and start reaching out to these different platforms.
You don’t have to cold call to get business. But no matter what method you choose to acquire to clients just be sure to add value, showcase your offerings in the best light, and don’t be afraid of rejection. If you keep pressing on the right clients will come your way.