Transcription from the video
The best way to get new clients.
Hi, this is Simon Jordan and welcome back to another episode of my marketing hints and tips.
So 2020. What a weird year it’s been. You’ve probably seen clients disappear. Maybe some new ones coming in. Maybe you've pushed even harder with your marketing to try and attract new clients.
Well, I'm asking you to change that.
Yep. You heard that right! I'm asking you to change that.
You see so many people spend 80% of their time, and their marketing budget, on attracting new clients, and only 20% on existing clients and what you need to do, and I've spoken about this before, is flip it around. 80% of your time, budget, all the rest of it should be spent on existing clients.
Because your best source of new clients is from your existing ones and this is why; because you've built up three key elements with them.
They know you, they like you, hopefully! or they wouldn't be doing business with you and they trust you. They know, like and trust you.
Those are the three key elements and they are more likely to refer you on aren't they?
You've got a relationship with them you’re adding value to them and they can give you more clients. It's referral marketing and word-of-mouth marketing. You can't buy that. So in order to get that, you need to build a really good relationship with your current clients, keep engaging with them.
So what happens normally is you'll get the client, you'll do the work, then that's it. You forget about them, on to the next project.
Keep in touch with them, add value.
I've talked about this so many times. It's really, really key to add value to your clients.
What I mean by that is, let's say one of your clients is a fashion designer, for example, and you read something in the press that is about fashion designing, cut that out, email it to them. Send it to them. Whatever say hey, I've just read this. It means that you're thinking about them.
Little things like remember their birthdays, remember that it might be their child's christening or whatever it might be.
Little bits like that is really key to building a relationship and we can do that as small business owners.
Sometimes these large corporations can't always do that to get that personal touch, but we, as small business owners, we can do that. We can reach out and engage with them.
So I'll say this again, the best source of new clients is from your existing clients. Keep engaging with them, share your successes, phone them up. Ask how they're doing. It's not always about sales, build a relationship with them.
It's really, really key. So if you want more hints and tips go to my website to SimonJordan.com, and until the next episode. Have a fantastic time and keep adding value.
Take care. Bye.