How To Grow A Client Base

1. Show-up to Follow-up

Growing A Client Base: As much as initial networking (admittedly or not) makes many people gag and puke, whether in person or online, building relationships via networking venues is number one for me. Many though don't realize that after you Show-up, you want to Dive-in and then Follow-up to build a relationship with people you want in your network. When you approach networking like dating, as some suggest, your thinking shifts to feeling you must ask to get married on first meeting, to building a relationship.

Thanks to: Patricia Weber of Business Coach for Introverts.

2. Growing a Customer Base

Growing A Client Base: People do business with and refer business to people with whom they have a level of confidence and trust. Networking fast-tracks that process. Networking, in tandem with public relations, direct mail and telemarketing, produces the warmest leads and provides entrée to prospects we might not otherwise have met. At DJD/GOLDEN, we join strategic business development networks that focus on building long-term relationships that lead to new business rather than "hit-and-run" business card exchanges.

Thanks to: Marcia Golden of DJD/GOLDEN.

3. Friends With Benefits

Growing A Client Base: An enticing customer referral program is a must for any business, and it's a win-win for you and your existing customers alike. Not only is it a great and easy way for growing your customer base, it also shows respect and gratitude to your clients.

Thanks to: Denis Stepansky of ItsHot.com.

4. Focus on Marketshare

Growing A Client Base: Many companies blame the economy and their industry down turn for poor sales. But, unless you have over 50% market share, the amount of market share effects your bottom line more than the industry’s down turn. To increase market share, either add a new market segment or take customers from the competition. This takes a different selling skill than getting current customers to buy more so take the time to refocus your sales team. When the economy rebounds, your client list will boom as well.

Thanks to: Nathan Jamail of Jamail Development Group.

5. Better, Faster and Cheaper

Growing A Client Base: Too many entrepreneurs try to enter an already crowded market. Search the Internet to find out how many competitors are out there. Customers want you to be better, faster and cheaper than the competition. Ask, “What is the competition? What can we do differently?” If you can’t answer these questions, neither can your customers. When customers can't distinguish one business from another, they default to the familiar or low cost one.

Thanks to: Jay Arthur of KnowWare International Inc. .

6. Educate Your Customer

Growing A Client Base: Educate your consumer. Build up a level of trust that shows them you
are not trying to 'sell' something to them, but rather trying to
educate them in your area of expertise. This allows the consumer to
come to you organically and with confidence that you will be able to
serve their need. Advertising breaks down trust and diminishes
relationships. Education builds trust and develops relationships.

Thanks to: Laura Petrolino of Flying Pig Communications.

7. Love Thy Customer

Growing A Client Base: Increase your client base by loving your tribe (taking one from Seth Godins book). Love all your customers, especially your most loyal customer who will be your evangelists to propel the rate at which your business grows through their word-of-mouth.

Thanks to: Danny Wong of Custom Dress Shirts | BL.

8. Education Based Marketing

Growing A Client Base: The fact is the one who is most trusted and respected
usually is the one who gets the business. Education-Based-selling, which is the idea of offer a free education to the client as your first meeting.

We have a client that sells commercial roofing to
large building owners. They now have an education they offer
called; "Five most dangerous trends facing building owners.
(this doubled their ability to get appointments).

Thanks to: Chet Holmes of Business Breakthrough International.

9. The Connection Advantage

Growing A Client Base: TAKE ADVANTAGE OF EVERY OPPORTUNITY TO BUILD A RELATIONSHIP, TO MAKE A CONNECTION. A simple act of paying the 50 cents needed by the person ahead of you in the checkout lane makes a connection. When s/he says thank you, give your card and ask him/her to check out your blog. This leads him/her straight to the heart of your message. Brand loyalty only comes when the client feels YOU have been loyal to her/him. Show that you are trustworthy personally, and you will get the chance professionally.

Thanks to: Amanda Soderberg of Tate Publishing.

10. Just ASK

Growing A Client Base: If you don't ask, you won't get anything. I have learned that you have to be very specific about asking for what you want so you make it easy for people to help you. These "people" may be your existing clients, friends, family, etc. It becomes easy for people to help you in your customer acquisition efforts if they know specifically who your target audience is and the value you can bring to that audience.

Thanks to: Laney Liner of Blue Thunder Creative Group, Inc..

11. Grow Your Base: Be the Expert

Growing A Client Base: The most effective strategy for growing our customer base has been through presenting at regional association meetings and professional conferences. We identified professionals that would most benefit from our expertise and designed presentations to deliver maximum information and value. Over the last three years, we've added an average of 75 new clients per year in a business that traditionally relies heavily on repeat sales. Our waiting list puts that number well over 150 per year.

Thanks to: Paul Miller of Flow Circus, Inc..

12. Exceptional Customer Service

Growing A Client Base: I've managed to grow my company 214% in a 2 year period with one primary strategy: exceptional client service. I created a mission that influenced our hiring, training, compensation and culture. The team is highly responsive, dedicated to generating results and create an enjoyable client experience.

Thanks to: Kent Lewis of Anvil Media, Inc..

13. Look out to your customer

Growing A Client Base: The best place to look for new clients is with your present client base.
You want more of the "great" clients/customers that you already serve.
Great clients/customers know others that may desire your
products/services-
they are already familiar with your style, pricing, service and quality of
your products/services. We tend to forget to ask for referrals from our
existing client base.

Thanks to: Denise Beeson of Baysierra Financial.Inc.

14. Consistency is key to success

Growing A Client Base: Sept. 09 I committed to publishing our blog twice weekly, our customer newsletter twice monthly and twittering about both daily. Our blog views from last year to this year have increased over 1000%. Our newsletter subscription is up plus we receive orders directly from our newsletters. Consistency in message and frequency is what has made the difference. When I committed to doing the blog regularly I also had it re-designed to look like our website versus using a template on wordpress.

Thanks to: Kim Shanahan of Book Bouquet.

15. Word-Of-Mouth Still the King

Growing A Client Base: My partner and I joined BNI, an organization that promotes members' business through word-of-mouth marketing. Getting involved, volunteering for committees or other positions, and learning how to better help other members has made a significant impact in growing our own business. I'd suggest just visiting your local BNI chapter first. Check out a couple or as many chapters as you can, before you decide which to join. I truly believe BNI can make a big contribution in your business and your life.

Thanks to: Patricia Espinoza of CPC Computer Consultants, Inc..

16. Everyone Loves Cash!!

Growing A Client Base: Offer your client an option to pay for your service/product in a combination of cash and referral bonus. Here's how it works, let's say client’s purchase with you is $1,000, client pays a fraction $500 in cash and the rest $500 the client promises (on paper) to earn as a referral bonus which means @ 10% (example) referral bonus, the client promises to refer a total sum of $5,000 business to your firm in next six months, if not then pays cash (unearned bonus) at the end of 6 months.

Thanks to: Devesh Dwivedi of Entrepreneur In Making.

17. A bias for "Yes"

Growing A Client Base: When developing or engaging a new potential client and learning about the business problem, we always operate with a bias for "yes". We focus on learning and digesting the business problem that our potential client is trying to solve and then applying a solution first approach. Based on customer requests/requirements/specs can we be fast, flexible, and nimble and can we make money while delivering a quality solution? If we can't then we will earn goodwill for saying no upfront

Thanks to: Brian McGowan - Managing Partner of Aquinas Search Partners.

18. Say thank you - say it again!

Growing A Client Base: To ensure customer loyalty (and build your client base), excellent customer service is just not enough anymore - you need to employ the power of appreciation marketing.

Recognize and appreciate your customers ... say thank you. Say it often and in different ways. And if you forgot yesterday, say it tomorrow.

Be unique while keeping your name out there: send jelly beans on Jelly Bean Day, puzzles on Puzzle Day, cupcakes on Cupcake Day. Show them their loyalty and business is appreciated!

Thanks to: Dianne Southwell of Plaudits!.

19. Low Tech - High Impact

Growing A Client Base: In this age of email, cell phones, and texting, I believe that people still long for a personal touch. I send a handwritten thank you note to everyone I meet in my business. Rather than using company stationary, I send a quality card with a photo or art print. I also give a small gift to everyone who does business with me, and a gift card for each referral. Clients often comment about my personal approach. They see me as someone who truly cares. And I get lots of referrals and repeat business!

Thanks to: Barbara McCandless of Closet Factory of Virginia Beach.

Compiled by Mike Michalowicz, Author of The Toilet Paper Entrepreneur

Tags: how tt grow a customer base, mike michalowicz, toilet paper entrepreneur

6 Responses to “How To Grow A Client Base”

Devesh Says:
May 4th, 2010
Re#16: I actually have a detailed blog post about it so, for more details on how to make this tip work, check out: http://entrepreneurinmaking.com/blog/business/how-to-multiply-one-customer-into-many.html
Mike Michalowicz Says:
May 4th, 2010
@Devesh – Thanks for sharing!
Joshua Black | The Underdog Millionaire Says:
May 4th, 2010
I always like the addage that you need to give before you can get. If you give a huge pile of value to your current customers they are going to want to stick with you and tell more people in the process as well.

-Joshua Black
The Underdog Millionaire
Devesh Says:
May 5th, 2010
Your welcome! Thanks for the plug!!
BiG Al Says:
May 12th, 2010
Great stuff here everybody!
Featured on Toilet Paper Entrepreneur | FlowJuggler Says:
May 17th, 2010
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