Finding Clients Lesson #3: The Client Sandwich

11 Lessons on How to find clients

I’m continuing here today with the third lesson in the “How to Find Clients” series.

This is the no-nonsense series of lessons that work in today’s market to find clients you want to be working with on a consistent basis.

Today’s lesson will help you build a pipeline of high-quality leads into the business that you want to work with.

You know I’m not a fan of discounting your services. However, this is more like buying highly qualified leads.

I can’t take credit for this lesson all on my own, and to be honest, I haven’t yet implemented it (yet). So I’d like to thank Ryan Bowles who runs the Create or Die Tribe FB Group for this.

I think it’s a smart way to leverage your services and the relationship that you have built up with the client. But also be able to have built in a testimonial and referral system in one.

I’m changing it slightly from Ryan’s original.

When you onboard a client, maybe a touch after you’ve been working together for a little bit, ask them this.

“Would you like $X off on the final invoice, simply by referring 5 business colleagues or friends that would be a good fit, if I’ve done a great job?”

When they say yes, reply with “Awesome, we’ll talk about it when we get there.”

Then after you’ve gone ahead and done a great job, remind them about your offer.

Ask them to create a quick 30-second video about how it was working with you, or better yet, ask them to answer this on the video.

“What challenges did you have prior to us working together and how did I solve those challenges for you?”

Then have them send that video and the 5 referrals to you.

Send those folks the video testimonial and ask if you can help them in any way.

Not only do you have a great, relatable testimonial, but you’ll also have a built-in system to continuously generate new, targeted leads based on clients that you want to be working with.

That’s the important part of this lesson and where I modified this idea from Ryan slightly.

Ask them if they would like this offer after you have got to know them a little bit better. This will further your chances to get better leads that you actually want to work with.

You’ll also be in a better position to make sure that the client is sending you leads that are legit as well.

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