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Chasing New Clients

Written by Allan Colman on . Posted in Attorney Marketing, Firm Leadership, Leadership.

[Okay! Enough of the Big Bad Wolf analogy!]

Accelerating revenue is working where the focus is on the active pursuit and moving closer to closing. That’s closing of new-client engagements or selling your goods and services. Building relationships at this stage is absolutely critical for ultimately winning new business.

THERE ARE ONLY THREE SOURCES OF NEW BUSINESS

Success happens when you have a solid strategy to land new clients from:

  • Clients,
  • Referrals,
  • Prospects.

A professional services firm should have at least 50% of its new business every year coming from clients and referrals. This indicates a client’s recognition of high-quality work and on-going awareness of client service, which, in turn, results in more work from recent and past clients and their willingness to refer business. (And you should be referring business to them.) We find all too many clients focus on developing prospects. They should also be going for that 50% factor of past clients and referrals.

So . . .
What can you do to cultivate relationships with past clients and customers?
What resources can you turn to that cultivate more referrals?
What simple directions can you work from to find new clients?

For a complimentary copy of our business development OPPORTUNITIES CHECK LIST: acolman@closersgroup.com.

Dr. Allan Colman,
Chief Revenue Officer
ClosersGroup.com
1.310.508.8600

Firm Leadership