Growing Your Client Base


One thing nobody ever taught me when I was studying at university was that when I went into the workforce, I would need to grow my client base to have success in whatever I do. So many people use the word sales and treat it as a ‘dirty word.’ I don’t look at the word sales, I like to think we are building relationships. If you can grow effective relationships with your clients you will grow your client base naturally.


You may be asking, “How do I build relationships?” Building relationships takes time, and you need a strategy. Don’t think it’s all about sales, sales, sales. You need to have a structure and do relationship building activities regularly with your clients so they refer you. The most effective way of doing this is to work out who is likely to refer you to your target market, then strategise the relationship building activities you will do with these people, and be sincere with them. If you don’t have a target market, you should. This will give you focus and make it easier to find clients.


The most effective activities are in person. So often we hide behind social media and emails. Stronger relationships will develop if you speak to or meet with people. Always have a goal when you are contacting people. You don’t want to be seen as a time waster.


An example of a relationship building activity is to take someone out to lunch to thank them for a referral. This luncheon could then turn into a meeting, and you would be amazed as to the information you could get from each other. Most meetings I’ve had like this have turned into business. This is a simple example. I have plenty more techniques to help you grow your client base.


To make sure you get on track, and grow your client base, call me to discuss your problems, then I can come in and coach and train your team so they grow their client base more effectively.