100 new clients in 6 months? Workable idea?

12 years ago

Let me give you an example from my own experience.

It takes roughly between 150-170 calls for me to secure one new client, and that's usually after 2-3 points of contact over a period of a week or so, if they aren't local.

This means you would need to make about 2550 calls a week to get 17 new clients a week, unless you were spending money on other lead generation methods also, such as PPC, classified ads, SEO etc.

Not quite sure how this will work out, but hey, you didn't mention price so maybe you could offer something super cheap and they might buy more often than 1 in 150.

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PsycFa

12 years ago

Originally Posted by payoman

Let me give you an example from my own experience.

It takes roughly between 150-170 calls for me to secure one new client, and that's usually after 2-3 points of contact over a period of a week or so, if they aren't local.

This means you would need to make about 2550 calls a week to get 17 new clients a week, unless you were spending money on other lead generation methods also, such as PPC, classified ads, SEO etc.

Not quite sure how this will work out, but hey, you didn't mention price so maybe you could offer something super cheap and they might buy more often than 1 in 150.

are you kidding me right? 150:1? damnnn how come? What are you doing exactly? I usually close 8 leads out of 10 I contacted. Care to elaborate? Are you just contacting a list youve got?

Back to OP; it is extremely achievable but make sure that you are competitive compared to other web designing companies.

1. Develop a strategy on how you will rate the people you will contact based on their online presence.

2. Create an excel and put potential weaknesses besides each of the company you are going to contact; the deeper you get; the higher is the closing rate.

3. Make sure you've a project management centre setup for your clients so they can check the progess over there and not keep calling you for updates.

4. Setup customer service/ticketing system to ensure smooth transactions and post sales services (FOCUS ON CUSTOMER SERVICE A LOT).

5. Get a team of outsourcer do the heavy haul and pay them based on project wise. And you focus on handling the closing of new leads and a bit of supervisory role in terms of customer service.

I've been running three offline businesses for 2 years both focusing on this related aspects around the world; 2012 has been the turning point where I took my hands off them completely and they are running seamlessly with the same people I hired 2 years ago.

So do not jump into it fast; create a strategy; timeline modules, setup your offline pre customer service as well as post customer service. Hire a team of 3 designers that will work with you based on projects and not hourly or monthly payment.

If you need help, add me on skype; MFaaleh. I will guide you in setting things properly.

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MalBryc

12 years ago

Originally Posted by PsycFa

Back to OP; it is extremely achievable but make sure that you are competitive compared to other web designing companies.
1. Develop a strategy on how you will rate the people you will contact based on their online presence.
2. Create an excel and put potential weaknesses besides each of the company you are going to contact; the deeper you get; the higher is the closing rate.
3. Make sure you've a project management centre setup for your clients so they can check the progess over there and not keep calling you for updates.
4. Setup customer service/ticketing system to ensure smooth transactions and post sales services (FOCUS ON CUSTOMER SERVICE A LOT).
5. Get a team of outsourcer do the heavy haul and pay them based on project wise. And you focus on handling the closing of new leads and a bit of supervisory role in terms of customer service.
If you need help, add me on skype; MFaaleh. I will guide you in setting things properly.

Thanks!
1. I am concentrating on local businesses that have little or no online presence.
2. I'm not sure how this excel sheet would work/look like.
3. Can you recommend a project management system? - Right now I usually email updates to my clients.
4. I attempt to compete on quality of service and clients have my direct number/email to contact me, which is one of my selling points. Do you mean a system like Kayako?
5. A team of outsourcers is where I want to be, but its finding high-quality VAs that I can trust is the sticking point for me.

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PsycFa

12 years ago

Originally Posted by MalBryc

Thanks!
1. I am concentrating on local businesses that have little or no online presence.
2. I'm not sure how this excel sheet would work/look like.
3. Can you recommend a project management system? - Right now I usually email updates to my clients.
4. I attempt to compete on quality of service and clients have my direct number/email to contact me, which is one of my selling points. Do you mean a system like Kayako?
5. A team of outsourcers is where I want to be, but its finding high-quality VAs that I can trust is the sticking point for me.

1. if you are focusing on those with little to no online presence, the thing you need to understand is why they do not have it. Either educate them properly or simply show them that their competitors are doing it by giving some examples; because it is profitable.

2. excel work sheet is pretty easy man.. com'on do not tell me you don't know? Its all for recording and quick referring if the business call you.

3. Now i have my own custom made project management system but prior to that I was advanced client portal.

4. The ticket system i used before was OSticket and is quite easy to managed. Also free through fantastico (cpanel).

5. Where it is time you start searching for outsourcers; I worked with several over the years; you can't get the best one at a go; you need to keep using trial and firing system till you get one that fits you.

Originally Posted by Nathan Robinson

I highly doubt you are closing 80 percent cold calling lol So that would mean you could just call 100 businesses and get 80 clients? Don't think so, payoman's stats are normal

or do you just mean 10 people that were interested already you close 80 percent?

Actually yes; i close at least 8 out of 10 people I contact. Yet again; those 10 people I contact; I do my proper research and create a unique way of approach. I prefer spending a whole day preparing my approach and tactics to close at the highest rate rather than mass calling and ending up with 1 client only.

All my leads are trimmed, analyzed and researched before prior contact and the ways I contact them are very innovative yet traditional. I use cold calling as part of my strategies but do not rely on it solely. It is a mixture of funnelling them through a process.

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jordan33

12 years ago

Getting out there / Internet Ads / Cold Calling / Emails / Social Media.....

Do all this, Then sure why not? Anythings Possible.

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vndnbrgj

12 years ago

Six months...
So figuring 20 working days a month x 6 months = 120 days
If you want 100 sales, that means you need a little less than 1 sale per day.
300 quality calls per day should do it.

What I would do is buy some themes, and just clone them for quicker deployment.
Your problem will be, you. You have to prospect, sell, build, revise, and provide customer service.
Can you do it on your own? Abso-freakin-lutely. But, it may be easier to outsource.

Keep us posted!

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Kung Fu Backlinks

12 years ago

My first thought was that fulfillment will be an issue. While you may be a wiz at putting sites together, the customer service is going to kill you.

I don't think I'm a pessimist, but I just don't see how it's possible to put enough hours into the day to not only close 1 new client every... 2 days, let's say... but then to service them, and then deliver on the promises you make.

Further, in my experience, you can't even give websites away that quickly.

Now, I'm not trying to discourage you... but I am saying you may want to set some more realistic goals.

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rajat2k2k

12 years ago

I agree with kungfu that servicing 20 clients alone in one month will be difficult.

Getting 20 clients per month is no problem if you are using just about average price of website design in your area.

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AndrewCavanagh 12 years ago

With just one person making all the contacts and all the follow ups
and doing all the work I think you'd have a serious time issue
(depending on what service you're providing).

I think you'd want to analyze your goals and ask yourself:

# Can I make a whole lot more money by focusing harder
on really helping a lower number of clients and charging them
much more substantial fees?

The biggest cost is in bringing in new clients. It's very easy
to sell existing clients on more services and on higher priced
services especially if what you're doing is bringing them in
profits.

If your average client is bringing you in $5,000 in a year then
with a one man operation you're only going to need 20 clients
to make a good income.

# Can you outsource?

If you outsource the work and the prospecting then it's more a
matter of creating a lead generating system that brings in good
profits over cost.

This sounds simple but often requires a whole lot of management
and finesse to really make it work.

Outsourcing web work etc is fairly simple if you know exactly what
you want done.

Outsourcing the sales can be more difficult but is not impossible.

Be careful about getting too attached to a goal like 100 clients in 6 months
though.

It's far more important to have a goal for how much money you want
to make and the hours you want to work to make it.

That way you can constantly adjust the goals you set to reach that
income/lifestyle goal as things happen and you get a better idea of
what to expect and what kind of results you get with any strategy
you use.

Kindest regards,
Andrew Cavanagh
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- rwhunni 12 years ago
  
  Thanks for the advice Andrew I will have to use your advice in my own business.
  
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iamchrisgreen

12 years ago

What do you imagine to be your average order value here?

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MalBryc

12 years ago

Originally Posted by payoman

This means you would need to make about 2550 calls a week to get 17 new clients a week.
Not quite sure how this will work out, but hey, you didn't mention price so maybe you could offer something super cheap and they might buy more often than 1 in 150.

I'm wanting to compete on quality and service rather than price, not sure I could make that many calls and service my clients!

Originally Posted by jordan33

Getting out there / Internet Ads / Cold Calling / Emails / Social Media.....Do all this, Then sure why not? Anythings Possible.

Thanks for your kind words!

Originally Posted by vndnbrgj

300 quality calls per day should do it.
Your problem will be, you. You have to prospect, sell, build, revise, and provide customer service. Can you do it on your own? Abso-freakin-lutely. But, it may be easier to outsource.
Keep us posted!

I aim to keep this thread updated, but I never properly thought about the time I'll have to BOTH find the clients AND service them.

Originally Posted by Kung Fu Backlinks

My first thought was that fulfillment will be an issue. While you may be a wiz at putting sites together, the customer service is going to kill you.
Now, I'm not trying to discourage you... but I am saying you may want to set some more realistic goals.

Might be a case where I may have charge more for less clients to deliver upon the promised service I am offering.

Originally Posted by AndrewCavanagh

With just one person making all the contacts and all the follow ups and doing all the work I think you'd have a serious time issue
(depending on what service you're providing).

You're probably right!

Originally Posted by AndrewCavanagh

# Can I make a whole lot more money by focusing harder on really helping a lower number of clients and charging them much more substantial fees?

I agree, it might be worth me re-thinking my model and focus on quality rather than quantity.

Originally Posted by AndrewCavanagh

# Can you outsource?
If you outsource the work and the prospecting then it's more a matter of creating a lead generating system that brings in good profits over cost.
This sounds simple but often requires a whole lot of management and finesse to really make it work. Outsourcing web work etc is fairly simple if you know exactly what you want done.

I've been thinking about the tasks I could outsource but I wouldn't know how to find the quality of VA required, as I here more and more frequent negative stories of VAs.

Originally Posted by AndrewCavanagh

It's far more important to have a goal for how much money you want to make and the hours you want to work to make it. That way you can constantly adjust the goals you set to reach that income/lifestyle goal as things happen and you get a better idea of what to expect and what kind of results you get with any strategy you use.

Thanks Andrew for your feedback, made me think about what I'm actually trying to achieve, income and lifestyle-wise.

Originally Posted by iamchrisgreen

What do you imagine to be your average order value here?

In my original post it was between £250 and £290 but I may have to re-think that.

Originally Posted by guyc

I think it's possible, but you will need some things set in place first. Your going to need to have a team ready to go to handle the work(outsourcing).
I think it's possible, but if you don't have a team in place first it will be a tough cookie to manage.
Make sure you charge what you're worth. A whole lot of cheap clients will be a nightmare. I would rather have 20 high paying clients over 100 cheap clients.

I agree with what you say here, but as I said above - Finding a quality outsourcing team/VAs is my concern. And yes, I might have to re-think in terms of less clients at higher rate and thus delivery higher quality service.

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iamchrisgreen

12 years ago

Originally Posted by MalBryc

In my original post it was between £250 and £290 but I may have to re-think that.

Have you thought about this?

100 websites at £250.00 will make you £25,000.00

10 websites at £2500.00 will make you £25,000.00

What if I told you it was the same amount of work to get people to spend £2500.00 as it is to get them to spend £25.00 with you??

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Kung Fu Backlinks 12 years ago

Originally Posted by iamchrisgreen

[SIZE=6]
What if I told you it was the same amount of work to get people to spend £2500.00 as it is to get them to spend £25.00 with you??

Where small business owners are concerned, this is absolutely true.
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MsMogulNike

12 years ago

Originally Posted by iamchrisgreen

Have you thought about this?

100 websites at £250.00 will make you £25,000.00

10 websites at £2500.00 will make you £25,000.00

What if I told you it was the same amount of work to get people to spend £2500.00 as it is to get them to spend £25.00 with you??

This makes so much sense... This really helped me. We need to change our perspective... I want to know how it is the same amount of work to get people to spend money in both ranges?

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iamchrisgreen

12 years ago

Originally Posted by MsMogulNike

This makes so much sense... This really helped me. We need to change our perspective... I want to know how it is the same amount of work to get people to spend money in both ranges?

It's the same amount of work because:

> You meet someone.
> You get to know why they need a site.
> You work out whether you can help them.
> You make the sale.

It's the same amount of work. It's just a massively different mindset.

I sold a website for £1750 this week over the phone.

She was shopping around and wanted to spend as little as possible. The problem was that they already had two sites created by crappy cheap designers and they hadn't spent much.

I simply told them that to get a decent design, they need to spend a decent amount.

A lot of this is about confidence. Confidence comes from a conviction that you can do a good job for people.

I can have these conversations with confidence because i've been doing this over ten years ... BUT ... to be honest ... 10 years ago I was still trying to take on jobs for more than £1000 at a time.

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DaniMc

12 years ago

Originally Posted by iamchrisgreen

A lot of this is about confidence. Confidence comes from a conviction that you can do a good job for people.

I can have these conversations with confidence because i've been doing this over ten years ... BUT ... to be honest ... 10 years ago I was still trying to take on jobs for more than £1000 at a time.

That is an important point Chris. The price you charge is more about the seller than the buyer. It's mostly in your head and is controlled by your personal thoughts about what you think your work is worth.

As Dan Kennedy says...How much you can charge is mostly about the size of your balls and your ability to keep a straight face when you say a large number.

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DaniMc 12 years ago

Originally Posted by iamchrisgreen

[SIZE=6]

What if I told you it was the same amount of work to get people to spend £2500.00 as it is to get them to spend £25.00 with you??

I think it is actually easier. You quote a low price and they lose respect. When you are selling, make them ask three times how much it is before you tell them.

In the beginning of the conversation let them know you aren't the cheapest because you provide phenomenal product. They don't drive the cheapest car, don't eat the cheapest food, don't sell the the cheapest products to their customers, and neither do you.

Then, when they are dying to know the price, lay $3,000 on them and don't say another word.
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Sonny Am

12 years ago

Originally Posted by iamchrisgreen

Have you thought about this?

100 websites at £250.00 will make you £25,000.00

10 websites at £2500.00 will make you £25,000.00

What if I told you it was the same amount of work to get people to spend £2500.00 as it is to get them to spend £25.00 with you??

I have a question regarding this. Was the influx of offline consultants in the first place, not a result of a gap in the market whereby the big agencies were targetting these big clients that are willing to pay £2,500 above, and there was a somewhat underserved market of small business with smaller budget, thus willing to pay less, but that still needed digital services?

Following that point. If a small/medium businesses wants a website but can only pay 250.00 (due to its budget constraints), how could you get them to pay £2500 for the same service, if they physically cannot.

Are you implying then, that even after the countless digital marketing agencies targeting these big bill clients, there is a still a market for consultants to attract these very clients that will result in 2,500+ sales?

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DaniMc

12 years ago

Originally Posted by Sonny Am

I have a question regarding this. Was the influx of offline consultants in the first place, not a result of a gap in the market whereby the big agencies were targetting these big clients that are willing to pay £2,500 above, and there was a somewhat underserved market of small business with smaller budget, thus willing to pay less, but that still needed digital services?

Following that point. If a small/medium businesses wants a website but can only pay 250.00 (due to its budget constraints), how could you get them to pay £2500 for the same service, if they physically cannot.

Are you implying then, that even after the countless digital marketing agencies targeting these big bill clients, there is a still a market for consultants to attract these very clients that will result in 2,500+ sales?

If all they can scrape together is $250, they will out of business soon anyway. The more broke a client is, the more of a pain in the ass they are. Not always, but a lot of the time.

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guyc

12 years ago

I think it's possible, but you will need some things set in place first. Your going to need to have a team ready to go to handle the work(outsourcing).

I think the problem you may run into after you get a decent amount of clients is dealing with them all. You will need to hire someone to help manage all of their questions, bill keeping and phone calls.

I think it's possible, but if you don't have a team in place first it will be a tough cookie to manage.

Make sure you charge what you're worth. A whole lot of cheap clients will be a nightmare. I would rather have 20 high paying clients over 100 cheap clients.

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jordan33

12 years ago

Its going to be far from easy - But possible.

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affilorama-portal

12 years ago

Anything is possible. You should just have to be very goal-oriented. I also suggest that you could conduct free seminars on what you do so you can collect possible clients. This may be a lot easier than making calls.

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iamchrisgreen

12 years ago

Sorry for the use of massive text to get your attention, but i've been there in the past selling cheaper sites and the clients you get are a pain in the bum. It is much better to get some higher paying clients.

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Jason Kanigan

12 years ago

Yup, I have the same view as Chris. Fewer clients at higher price point gets you the same revenue.

And the billionaires of the world have the same 24 hours in the day that you do...they just talk to different people.

Comfort zone: if we stay in our comfort zone, we get the same results.

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MalBryc

12 years ago

Originally Posted by iamchrisgreen

Have you thought about this?

100 websites at £250.00 will make you £25,000.00

10 websites at £2500.00 will make you £25,000.00

What if I told you it was the same amount of work to get people to spend £2500.00 as it is to get them to spend £25.00 with you??

Originally Posted by iamchrisgreen

Sorry for the use of massive text to get your attention, but i've been there in the past selling cheaper sites and the clients you get are a pain in the bum. It is much better to get some higher paying clients.

Originally Posted by Jason Kanigan

Yup, I have the same view as Chris. Fewer clients at higher price point gets you the same revenue.

And the billionaires of the world have the same 24 hours in the day that you do...they just talk to different people.

Comfort zone: if we stay in our comfort zone, we get the same results.

That's a fair point, but how would I go about increasing my prices ten-fold? I want to compete on quality rather than price anyway.

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vndnbrgj

12 years ago

Originally Posted by MalBryc

That's a fair point, but how would I go about increasing my prices ten-fold? I want to compete on quality rather than price anyway.

Give yourself permission to raise your prices.
The only reason your prices are low is because you made them low.
Just say to yourself, "I am worth more"
And you raise your prices.
Yesterday it was 250 today it is 2,500

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iamchrisgreen

12 years ago

Originally Posted by vndnbrgj

Give yourself permission to raise your prices.
The only reason your prices are low is because you made them low.
Just say to yourself, "I am worth more"
And you raise your prices.
Yesterday it was 250 today it is 2,500

That's pretty much it.

The only person that knows you charge 250 is you.

When you create a website you are creating a sales tool for a company.

That tool (done properly) will be part of them making a load of money.

You just need the conviction inside to know that when they spend money with you, they get great results.

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michaelplies

12 years ago

well thats only about 17 new client a month. very doable. sometimes i go into my lead gen mode and go to linkedin and manta. email prospects all day long for a few days straight and might get about 10 -15 new clients for basic services like redesign or mobile site setup.

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iInvent

12 years ago

Great thread!! I'm also looking to build a good customer base but for a different product.
Not easy to figure out how much businesses would be willing to spend...

Love the advice given! I'll try to apply it

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sdentrepreneur

12 years ago

I can't believe you all make so many phone calls. I hope you are outsourcing this.....

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Anthem40

12 years ago

I think the advice given to you about a smaller number of higher paying clients is something you should strongly consider. That said, I always try to keep my momentum rolling from one close into the next. You might consider, depending on your expertise in acquiring new clients, starting off at asking for $X dollars per product. After a close, take the same energy and motivation but ask for $X + Y%, then [$X+Y%] + Z% etc etc.

I have found this method to be excellent for learning to sell better and for building confidence in your own products and skills while reaping the rewards of a successful close.

My opinion.

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Ethan Zammit

12 years ago

Very possible with a voice broadcaster.

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MalBryc

12 years ago

Originally Posted by iamchrisgreen

That's pretty much it.
The only person that knows you charge 250 is you.
When you create a website you are creating a sales tool for a company.
That tool (done properly) will be part of them making a load of money.
You just need the conviction inside to know that when they spend money with you, they get great results.

Yes, I agree with that. I fully believe I have been undercharging for a while now any way.

Originally Posted by Anthem40

I think the advice given to you about a smaller number of higher paying clients is something you should strongly consider. That said, I always try to keep my momentum rolling from one close into the next. You might consider, depending on your expertise in acquiring new clients, starting off at asking for dollars per product. After a close, take the same energy and motivation but ask for + Y%, then [+Y%] + Z% etc etc. I have found this method to be excellent for learning to sell better and for building confidence in your own products and skills while reaping the rewards of a successful close. My opinion.

I have already implemented a similar system to raise my quoted prices.

Thanks for everyone's help, so far.

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MalBryc

12 years ago

Right guys, here's my revised plan (draft)
...I plan to start charging more for my services, but I need to workout what my target ideal income is corresponding to my time.
It makes more sense to have higher priced and higher quality clients rather than lower priced clients. (i.e less clients, more money)

Thanks for everyone's help so far. I'd appreciate further advice from further replies and/or DMs.

Thanks

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"Before you save the world. Save yourself first." ~ Mike Litman

twitter.com/MalBryc - My twitter, why not @MalBryc me?

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cash89

12 years ago

Originally Posted by MalBryc

I want to package it as some sort of "Power 100" offer on my website...I've worked out that means I need to bring in 17 new clients per month, and conservatively say there's 20 working days per month = just under 1 client per day (0.85 clients per to be exact - I've never come across a less than whole client before)

Why is everyone talking about there only being 20 working days a month?? If you work 7 days a week there's at least 28 working days every month.

The real question is how bad do you want those 100 clients? If you don't want it bad enough to work 7 days a week, its going to take longer than 6 months.

Thanks

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vincegolder

12 years ago

The fastest and most effective lead generation strategies I've conducted for clients where with gaining referrals from existing satisfied customers in a structured referral programme and joint ventures with other non-competitive businesses. You do need to know what to do for best results.

If you email me on vince at leadsinc dot org I'll send some free white papers on these subjects Hope this helps.

Regards,

Vince

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Erica Leggette

12 years ago

^^^^@ Prevalent
This is off topic but I just recently started paying attention to your posts and I just wanted to say that your approach and contributions resonate really well with me.

But on topic...
It's very possible to obtain and manage 100 clients in 6 months. As long as your mindset, actions, and resources can handle the grind.

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Be easy.

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100 new clients in 6 months? Workable idea?

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