As the owner of a small service-based business, you need to attract clients who are searching for long-term business relationships, not just one-time engagements.
That’s the only way to build a solid group of clients that will provide you with a stable monthly income, and help you to become a respected authority in your niche.
To make the job of finding the ideal client easier, it’s useful to have a method for screening prospects, and eliminating those who are likely to make your life miserable.
The following techniques are used by professionals such as consultants and freelancers to screen prospects:
- Create an information kit explaining your services, fees, policies, your style of doing business, and any other details potential clients need to know before choosing to work with you.
Send this kit to anyone who requests information about your services. Doing this eliminates prospects who dislike your style or think you charge too much.
- Have potential clients answer these questions to make sure you want to have a business relationship with them:
- Do they have a need for your type of service?
- Do they have the budget to pay your fees?
- Does your prospect resist signing your contract / agreement?
- Do they have objections to your policies or business methods?
These questions will help you to judge whether a prospect is likely be a good client or not.
- Memorize the most common arguments that prospects use to avoid commitment. Rehearse your responses to these objections in order to increase prospects’ trust in you.
- Don’t lower your fees in response to pressure from aggressive prospects.
- Require a written agreement and a down payment before doing business with new clients.
- Trust your intuition when evaluating potential clients. Pay attention to any warning signs indicating clients who are likely to be difficult.
Try to work only with clients who whose style, values, and business methods are similar to yours.
Learn How Professionals Attract the Best Clients
If you would like a more detailed discussion on screening prospects and attracting profitable, loyal clients who will stay with you for years and years, then take a look at this book by Robert W. Bly:
How to Succeed as an Independent Marketing Consultant
Bob Bly is one of the top copywriters and marketing consultants in the country. His book contains valuable information for all service providers, not just consultants.
Bob has more than 30 years of experience in direct marketing, information marketing, and B2B copywriting.
The advice he offers in this book is practical and will help you to avoid common mistakes made by new consultants and small business owners.
About the Author
Mark Bellini is a freelance copywriter and marketing consultant who focuses on creating marketing funnels for small service-based businesses and internet marketers.
To learn why marketing funnels are the most recommended marketing strategy for small businesses, please visit www.writingconversions.com/downloads/
To view more blog posts about marketing for consultants and service-based businesses, please visit: https://prosperousconsultant.net/2020/03/03/blog/
Avoid the worst marketing mistakes!
mbellini @ writingconversions.com
