The Best Ways to Attract an Endless Stream of Loyal Clients

Do you want to work with the best possible clients? Those who value what you do, pay you what you’re worth and send great referrals your way?

Yes? Me too. So let’s look at what you can do, starting today, to achieve that.

Start by firing

Before you can attract the right clients you need to know which clients you don’t want to work with.

The types of clients you really don’t need are those that suck away your time and energy and leave you feeling stressed and frazzled.

You know the kind I’m talking about. They typically:

• Push you on price or ask you to lower your rates
• Quote your competitors’ offer and threaten to take their business to them
• Make unreasonable demands that are outside the scope of your agreement
• Don’t allow you to be the key decision maker based on their needs and your expertise
• Don’t answer your questions promptly, return phone calls or emails; yet expect work to be completed quickly and on time.

Well I’m asking you to FIRE these clients. That’s right, fire them now.

You wouldn’t hire an employee who didn’t show up for work, was lazy, pushed back at what was asked of them and constantly caused you troubles.

So why should you work with a client that essentially does the same?

It’s an opportunity cost that you can’t afford to incur. Instead you could be working with your perfect client.

Roll out the red carpet

I recently heard business author, professional speaker, and entrepreneur, Michael Port, speak about how to `Book Yourself Solid.’

He spoke of the four tenants of building a solid foundation for your business.

I really like his red velvet rope philosophy. By this he meant you should only work with people who energize and inspire you – so that you can do your best work.

Take a look at your current clients and see if they’re your `red carpet celebrities’.

You know what they look like. They always:

• Respect your opinion and suggestions on what needs to be done
• Don’t quibble on price and are happy to pay you what you’re worth
• Work with you and get information you need in a timely fashion so you can deliver on time
• Are open to talk or meet with you anytime to ensure you do your best work for them
• Send you quality referrals on a regular basis and are happy to work with you again and again

So how do you go about getting these `wonder’ clients.

Define and attract your perfect client

How will you know who you want to really work with? There are four steps:

1. Clearly define your target market so you will know:

• Where to find your clients and go to them
• When you find them you’re dedicated to them
• They’re already talking to each other through established communication

2. Cater to their needs and give them what they desire

3. Offer one big result
For example you will deliver the ultimate marketing strategy to increase their business by 25% in the first 12 months.

4. Show them the deep rooted core benefits
Clients like to see a return on investment financially, emotionally, physically and spiritually.

How can you show them that? Look to your brand identity:

1.       Who you are and what you do that will help them

2.       Why you do it – what you stand for and what gets you up in the morning – tell the truth!

There are three more things that you can do to attract the right clients consistently.

Build trust and credibility

All of the above needs to be followed up by building trust and credibility and delivering on your word.

When you first meet potential clients how do you come across to them? Are you dressed in a manner that’s appropriate? Does your appearance speak for you?

People judge based on first impressions so make sure that you look good, take pride in your appearance and overall image.

If you give a damn about how you look, act and speak then this speaks volumes about how you will treat your clients and the work you do for them. It establishes your credibility and integrity.

The same applies to your website and business card. Make sure you have a relevant email address, testimonials on your site and spend the money to get professional headshots done.

Be likeable

You’d be surprised how many people I don’t approach on the street, at events or conferences because they look unfriendly.

Be welcoming, look people in the eye and be approachable.

Be genuine and real but not so real that you upset people. Have empathy and make yourself relevant by listening to your potential client and then picking up on what concerns or interests them.

Build a relationship first and a lasting partnership second.

Create a sales cycle that builds trust over time

Michael spoke about the 3 criteria that have worked for him and the many clients he’s coached.

1.       Be Consistent

2.       Frequent

3.       Bring people together

Always have something to invite people for free. On your website this may be a white paper or a free report to download.

Invite them to a webinar or seminar for free where they’ll learn more about what you do and offer. Make sure this isn’t a one off.

A great example of this is Hubspot, which offers regular webinars and free reports to keep them top of mind. They consistently deliver value and useful information.

They convert a huge amount of customers weekly, just from these activities.

So what are you waiting for? Start firing the bad apples, and start hiring your ideal client!

Natalie Sisson is the founder of WomanzWorld – a site devoted to women entrepreneurs wanting to create freedom in business and adventure in life. Read more about Natalie here.

Natalie Sisson

Natalie Sisson is the founder of the Suitcase Entrepreneur – the number one destination for entrepreneurs wanting to create freedom in business and adventure in life. Her mission is to ensure you use social media, outsourcing and online tools to be able to run your business from anywhere in the world and create the lifestyle you want. A Kiwi Entrepreneur and adventurer, Natalie previously co-founded a technology company that produced FundRazr – a Social Commerce Application for Facebook. She has 9 years of international integrated marketing experience and is also a Social Media evangelist and personal trainer for businesses. She’s a nominee for Canada’s Top 40 Under 40, a contributor to Forbes, The Visa Business Network and Entrepreneurial Woman.ca. In addition, Natalie is a Regional Body Sculpting Champion, a World Record holder in Dragon Boating and a Gold Medal World Beach Ultimate Frisbee player.