concept with you that will keep you from feast & famine cycles.
It's called "replacing the lead" or just plain old referrals.
Many people tend to leave this out of their sales cycle.
The idea is that if you get one new client on January 1st, 2014....
you can make sure that you're receiving revenue from that
effort on January 2019. This keeps you from starving for work.
The basic idea is that every client that you have will turn
into 1 or more new clients. There are 100 ways to do this.
Here is my favorite method:
I make it a condition of doing business with me.
When a client is ready to start and cut me a check...I tell him
that there's one thing he needs to understand before I can
work with him.
"My competitors spend thousands of dollars and hours each day
on marketing through cold calling, direct mail, PPC, etc.
I make sure that my guys and I are spending every
working hour ensuring your campaign's success, not searching
for our next client.
That means we rely mostly on referrals to grow our client base.
Due to this, our marketing overhead is super low, and we have
more time to focus on our customers. Both of us win.
A condition of doing business with me, is for you to introduce us
to businesses similar to yours once you're pleased with the results.
Most clients make 1-2 introductions per month.
Do you think you can do that?"
Implementing a firm referral strategy costs you nothing and can multiply