The Easiest Way to get an Unlimited Supply of Clients

23 replies
I have seen dozens of post and wso’s about how to get clients, some are absolutely rubbish and some are really quite good but I have never seen this method described before.

This method works best if you have existing clients but can also work if you haven’t.
There are many ways you can use this if you think out of the box but here I’m going to give you the specifics on one way.

One of my weaknesses is the inability to ‘chunk down’ (I always see the big picture) when I’m writing, I don’t find it a problem when talking face to face so you may have to bear with me and if I miss anything out that you feel is pertinent just ask.

I developed this year’s ago when attending networking type meetings, I hated them, everybody trying to push their stuff on to you, I thought this is not what networking is about, it just doesn’t work.

So I turned it on its head, what if when networking you weren’t interested in selling your product or service but only interested in helping the person you are talking to make more sales or get more customers.

It’s all about positioning, businesses don’t pay for a consultant to get a high ranking on Google places or to set a Facebook Fan Page, they want someone to get more customers through the door and make more money. It’s called selling the benefit not the feature.

This model can be sold as a marketing technique which is another add on to our marketing mix, but it can also be set up for free if you wish.

The business this is most effective with is those businesses which have other business as clients, such as a food wholesaler who sells to restaurants (B2B).

I would contact the food wholesaler and offer to write a report on 5 or 10 ways a restaurant can get more customers, this report would include ways that match your services, like Google Places. I would make the report fairly comprehensive so that the restaurant owner could attempt to do it themselves if they wished.

The food wholesaler would then email his entire customer base with the free report.

When this goes out a few things happen:

The Wholesaler has added value to his service for his customers
The wholesaler see’s an increase in the weekly spend of his customers
The wholesaler may re activate past customers that haven’t spent with him
You are immediately perceived as the expert
You have authority status by been associated with the food wholesaler
You have reached a market you may never have broken into before
You gain new clients by the bucket load
You pick up more work from the wholesaler

As you can see it’s really a twist on what many do online by writing a free report and networking on steriods.

By contacting the wholesaler and not the individual restaurant owners you have leveraged of the back of his existing clients, gained authority, helped him get more business and saved a ton of time.

If you put time and effort into the report and add lots of value you may never need to look for a new client again.

Hope you find this useful.

John
#clients #easiest #supply #unlimited
  • Profile picture of the author tanya7zhou
    Well said man. If you want people to pay attention to you, tell them you are a somebody. That product you create tells people you are a somebody and you know your staff, by virtue of having a published book, a DVD or something.

    That concept of going to a wholesaler or manufacturer is timeless man. I remember them Jay Abraham talking about similar strategies man, leveraging other people's hard work. That's what we call working smarter, not harder.

    You can even go to industry associations, publishers of publications in that particular niche and make them offer your product as an added bonus!

    Cool stuff!
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  • Profile picture of the author MaxReferrals
    Originally Posted by John Pawlett View Post


    ...what if when networking you weren't interested in selling your product or service but only interested in helping the person you are talking to make more sales or get more customers...

    Right.

    It's about the lost artform that still applies today: Providing VALUE to others first, without genuine instant concern about immediate payback.
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  • Profile picture of the author JustinDupre
    Many great points here.. one of the best way to find client and keep business going is to keep solving problems! Awesome methods you got here.
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  • Profile picture of the author Huggybear2
    Nicely thought out John, thanks.
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  • Profile picture of the author kenetix
    I agree. Sell 'benefits' and not features. You can prett much get anything you want in life when you help just as many people get what they want.

    Great read. thanks!!
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  • Profile picture of the author MWGrubb58
    This is indeed a nice way to land all the clients you want. I used a similar concept when I was a professional entertainer.

    I usually booked schools. After one such performance, I asked the director of the school if I could send a letter to each of the schools with her comments on my performance?

    She agreed. I used her letterhead and envelopes (I paid her for their use.)

    I booked a whole summer of shows.

    I would imagine that you could offer other types of things to give to restaurants along the same line... CDs,DVDs, etc.?
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  • Profile picture of the author Dexx
    I have a similar train of thought, but a different approach, after not liking the whole "push your business" approach most people take during networking events.

    My "strategy" is basically:

    1) Introductions
    2) Ask what they do
    3) Ask how they do that
    4) They usually ask something about what I do (I give my T.O.P. statement)
    5) They ask for more information
    6) I turn it around and say I'll give them an example, and then ask a problem-identifying question of their current business process
    7) I provide a profitable solution-based strategy they can implement
    8) They are WOW'd / excited and ask for more information
    9) Tell them it'd be best to schedule a meeting where I can learn more about their business
    10) Exchange info, and tell them to call me, which they usually do =)

    ~Dexx

    PS - I also make sure they are a QUALIFIED prospect before I put too much effort in...if I know from the start they really aren't suitable business clients, then I won't recommend an additional meeting since it'd be a waste of time for me (though they'd benefit from my advice I'm sure)
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    • Profile picture of the author cbest
      The power of leverage great idea as online marketers in the midst of PLR and article we often forget that 'offline' firms often find it more difficult to come up with valuable content for customers. This forum is full of great ideas for marketers.

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    • Profile picture of the author Jay Rhome
      Originally Posted by Dexx View Post

      I have a similar train of thought, but a different approach, after not liking the whole "push your business" approach most people take during networking events.

      My "strategy" is basically:

      1) Introductions
      2) Ask what they do
      3) Ask how they do that
      4) They usually ask something about what I do (I give my T.O.P. statement)
      5) They ask for more information
      6) I turn it around and say I'll give them an example, and then ask a problem-identifying question of their current business process
      7) I provide a profitable solution-based strategy they can implement
      8) They are WOW'd / excited and ask for more information
      9) Tell them it'd be best to schedule a meeting where I can learn more about their business
      10) Exchange info, and tell them to call me, which they usually do =)

      ~Dexx

      PS - I also make sure they are a QUALIFIED prospect before I put too much effort in...if I know from the start they really aren't suitable business clients, then I won't recommend an additional meeting since it'd be a waste of time for me (though they'd benefit from my advice I'm sure)
      This is GOLD Dexx. So useful in many settings. Even as off the cup "cold calling" offering free advice to businesses in your area.

      I was racking my brains for ways I could introduce my "full consulting package" right off the bat. I'm using "commodities" such as videos, autoresponders and QR codes as ice breakers, but I like full consulting so much better (no such clients yet but that what gets me more motivated, and it's not just the higher fees).
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  • Profile picture of the author Sean D Kelly
    A wise person once told me the same "sell the benefit, not the service." Also going after the referral sources instead of the end users is great business practice. Getting 1 end user gets you one customer, getting one referral source gets you many.
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  • Profile picture of the author Dexx
    Thanks Jay,

    It's the same information my Consulting Success Map members are using in their businesses, but it all boils down to one thing: You are trying to create a relationship.

    I think many people in the different Offline Marketing forums and websites are focused so much on "the perfect way to land clients" that they forget that these are regular people...with regular emotions...and regular problems.

    Replace "client" with "friend" and you'll know whether your approach comes across as a salesperson.

    Instead of trying to "find clients" how about those struggling start trying to "meet new friends." Approach your interactions with people with a genuine INTEREST to know more about them, and provide some valuable "sample" solutions to get them in the right direction...they'll come to YOU wanting more.

    ...though most people will probably ignore this advice and keep asking what the "best way to get clients" is...probably dumping another couple hundred bucks in various WSOs hoping for a magic bullet.

    Ah well, that's why I usually focus on helping those that directly ask me for advice now...its like talking to a wall sometimes when people ask a question...get tons of great responses...and then ignore them and do the completely ineffective move anyways because it seemed like an "easy money maker."

    I think many people need to start treating this as a business and not as a hobby...

    /rant
    ~Dexx
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    • Profile picture of the author Jay Rhome
      Originally Posted by Dexx View Post

      it all boils down to one thing: You are trying to create a relationship.
      I once heard the best way to get referrals... is to GIVE referrals. So many people in these networking events are way too pushy, only go for the me me me approach. If you can introduce two people there, or hook up a business with one of your contacts, at first the common bond they'll have is you introducing them... With a follow up you can bring some sense of reciprocity.

      It's great in theory, but not always in reality.

      But now I'm pumped to go to networking events for the first time I can remember! With your "tell me about an issue I'll try to provide a solution" approach, it's like free practice at the very least to test our mettle, and a way to show real value and get clients at best. It's win all the way.

      It's like "I'm going there to give tons of value to people I've just met", and whatever follows, follows. It's a great mindset to go instead of "I have to get something out of this or I've wasted my time" stressful process. Being consultants, it's a perfect way to interact with people. After all, our job is to make THEM money so we make money.

      And with a business card with a QR code as icebreaker or final "wow" factor, I can see myself having fun in those events!

      Thanks again!
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      • Profile picture of the author Dexx
        Originally Posted by Jay Rhome View Post

        It's like "I'm going there to give tons of value to people I've just met", and whatever follows, follows. It's a great mindset to go instead of "I have to get something out of this or I've wasted my time" stressful process. Being consultants, it's a perfect way to interact with people. After all, our job is to make THEM money so we make money.
        I remember last summer, I socially met a manager of one of the larger bars in town at an event. We were just shootin' the **** and I just started tossing some great ideas his was that he could use to position the bar and generate more VIP-level clientelle etc.

        The next week I was invited to a BBQ at the OWNER's house and when I got there the owner and his wife rushed up to me and said how excited they were to meet me and how "Bob" had told them so much about my ideas for the bar etc.

        Remember: People might not remember what you said, but they will remember how you made them feel. So make sure each person you talk to leaves your conversation feeling happy/excited/motivated that they met you.

        Then you become the person that they tell other's they "just have to meet!"

        ~Dexx
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        • Profile picture of the author MVF
          Nice one Dexx, I love the positive attitude a lot of you are bringing to the table. Thanks for the insights!

          M
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    • Profile picture of the author MRomeo09
      Originally Posted by Dexx View Post


      ...though most people will probably ignore this advice and keep asking what the "best way to get clients" is...probably dumping another couple hundred bucks in various WSOs hoping for a magic bullet.

      Ah well, that's why I usually focus on helping those that directly ask me for advice now...its like talking to a wall sometimes when people ask a question...get tons of great responses...and then ignore them and do the completely ineffective move anyways because it seemed like an "easy money maker."

      I think many people need to start treating this as a business and not as a hobby...

      /rant
      ~Dexx
      Say it ain't so Dexx. You mean I can't send out 13 postcards today and quit my job tomorrow? Drat!! Guess I better not put all my savings into that pretty new Ferrari.

      ~Marcos
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  • Profile picture of the author suemax
    This is wicked! What a fantastic post! I was wondering how to get started and this seems to be a superb way, readily assimilable and easy to map across lots and lots of markets.
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  • Profile picture of the author John Pawlett
    I am going to stick my head above the parapet and disagree with a lot that has been said in these threads.

    There are a lot of posts talking about treating clients and potential clients as ‘friends’, I think this is fundamentally wrong in a business situation.

    Your position is or should be as a consultant, you need to be a step removed from being a friend.

    As a consultant and being introduced as a consultant you are having authority thrust upon you by the person introducing you, if you are introduced as a friend the person you are introduced to immediately perceives you as the same or similar as the guy who introduced you, so you take on the same level of authority as the introducer, which could be good or bad.

    An example:

    I was out to dinner one night with a UK business man who not only is a multi millionaire but also a ‘Sir’, at that time he worked as a non exec director for my company. I am about 20 years younger than this guy and when the restaurant manager came over to talk to him (he is extremely well know) he introduced me as his boss, there was a massive shift in attitude from the restaurant owner, suddenly I was perceived at the same if not a greater level than the ‘Sir’.

    True networking is all about value and leverage, do it right and it’s a win, win all around.

    John
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  • Profile picture of the author Dexx
    Originally Posted by John Pawlett View Post

    I am going to stick my head above the parapet and disagree with a lot that has been said in these threads.

    There are a lot of posts talking about treating clients and potential clients as ‘friends’, I think this is fundamentally wrong in a business situation.

    Your position is or should be as a consultant, you need to be a step removed from being a friend.
    If you think creating a friendship, and being "introduced as a friend," are the same thing, then you have issues with understanding the concepts being discussed...which would explain your disagreement.

    Being introduced "a consultant" means nothing, and will do nothing, in terms of referrals.

    It is a title you call yourself.

    It will not keep clients loyal and it will not inspire referrals just because you are someone's "consultant." This has been proven time and time again in hundreds of industries including the various consulting-based roles.

    Explain to me how being considered a friend, someone who your clients TRUSTS on more than just a "buyer-seller" level, is NOT an advantage in securing more deals, generating additional clients, and being invited within their social circles.

    Explain to me how a strategy or business recommendation coming from someone they TRUST on a personal level does not have more strength, more influence, than someone who "just" does consulting for their company...and may not be looking out for their best interest vs their own bank account.

    At no time in this conversation was there mention of "getting yourself introduced as a friend."

    I doubt the person you went to dinner with was forced to dinner with you...most likely he quite enjoyed your company...which is probably:

    A) Why he went to dinner with you in the first place
    B) Why he introduced you to someone he knew

    The fact that you were associating with this gentleman on a SOCIAL LEVEL is what allows you to be perceived at his level...not because you would have been "introduced as his consultant." Had the introduction taken place in the middle of a workplace hallway, the context and perception would have been very different in the eye of the restaurant owner.

    Millions of dollars aren't spent on dinners, trips, tickets, and more just so that sales reps can be referred to as sales reps by the business stakeholders they approach...they are looking to be viewed within the context of a FRIENDSHIP/RELATIONSHIP.

    /rant

    Nothing personal John, but this is why I hate bothering to provide advice in the forum sometimes, read carefully and you won't misinterpret what is stated...and you won't be disagreeing with inaccurate statements that were never stated.

    The point of thread was on client generation methods, creating valuable LIFE-LONG relationships is the single most profitable thing that a business owner can do to attract and retain clients...not being associated a just a certain role.

    ~Dexx
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  • Profile picture of the author raysonsmith
    Thanks for the ideas. I got a new idea of promoting and getting visitors on my site. I shall try it out by my self and the be posting the method for you ppl.
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    • Profile picture of the author wbinst2
      John, this is called "centre of influence marketing" and it works a treat.

      You just have to find the benefit in it that is strong enough for the influencer to make the contact.

      As in your example, the wholesaler will improve their own business by helping restaurants sell more.

      A couple of other examples are accountants and web design co's, for obvious reasons. Great post mate.
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  • Profile picture of the author John Pawlett
    Originally Posted by John Pawlett View Post

    One of my weaknesses is the inability to ‘chunk down’ (I always see the big picture) when I’m writing.
    Dexx

    That’s the problem with communication especially in a one dimensional place like a forum. I communicate A, someone understands B then I have failed to communicate my point properly, for which I apologize.

    Let me try and clarify or chunk down a little.

    First of all I used the title consultant as it was easier to understand and convey than ‘someone who has authority, is trusted, provides results and adds value’.

    I agree totally with creating relationships with your clients, which does lead to friendship and socializing in many cases and the fact that this will lead to many referrals over the years.

    But the method in the original post was about generating clients today, the majority of people do not have that relationship yet with their clients and some may not have any clients at all.

    I have given a method for step 1, getting started and leveraging your networking efforts, you have taken it way beyond that and have many valid points.

    In that context I stick to what I say.

    John
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  • Profile picture of the author ileneg
    Sometimes it helps to remember to simply go back to the basics...even those that were first published in 1937.

    How to Win Friends and Influence People - Wikipedia, the free encyclopediais one of the first bestselling self-help books ever published. Written by Dale Carnegie and first published in 1937, it has sold 15 million copies globally.



    ileneg
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