How to get more clients

I specialise in helping my clients build a steady stream of clients and how to get more clients is the number one challenge that many business owners face. I have a long background in new business development and sales before I became a sales and business trainer and coach.

In this article I’m going to work through a few key points I think any business owner needs to address.

How to get more clients: who do you want as a client?

This might seem like a really obvious question, but when I ask people to answer this question their response is often quite vague.

People sometimes say “a marketing manager in a tech firm” or “a business owner”. The problem with this is that there are millions of business owners in the UK, and thousands of tech firms!

I’d try to dig much deeper than this and ask yourself more about what their responsibilities are, what topics they’re interested in, and how your business could help them. Knowing exactly who your clients are makes winning their business much easier!

What are you doing at the moment?

A common belief among new business owners and freelancers is that posting a few times on social media will suddenly land them a mountain of new business. Unfortunately, social media sites have become very busy and it’s increasingly hard to stand out from the crowd.

While I’m not dismissing the role of social at all – in fact I think it’s vital for most of us – I do think a more proactive approach is required.

This could take the form of networking, cold contacting, hosting masterclasses, or other outbound approaches. It goes back to who your clients are and what they would find the most valuable.

Where will they be?

If you know your target audience attends a certain event or meet-up I would recommend you go! Or, If you know your audience tends to search online for your service, it’s probably worth investing in a decent website. I cannot emphasise enough how important it is to research your target audience, rather than just make assumptions

What do you know so far?

If you’re asking the question how to get more clients, I’m guessing you’ve already had some. If so, it’s well worth tracking where past and present clients came from and doing more of what works.

For example, if a client found you through LinkedIn, you know that what you are doing there works to at least some extend, and you should probably continue to invest your time in the platform. If all your clients have found you through Google, then continue to build your website SEO performance.

Sales skills

Having clients requires the ability to sell. Most people hate the idea of selling, but if you want clients you will have to be able to sell yourself. As an online sales coach, I help small business owners learn how to sell and the results have an enormous impact on their bottom line.

If you feel uncomfortable about selling I’d recommend investing in some sales coaching or guidance in how you can do this. This isn’t a skillset you’re born with – It really is possible to learn and win more clients as a result!

Confidence in yourself to present your business will have a dramatic impact on how to get more clients.