Home > Business and Strategy, Marketing > Most effective ways to get new clients revealed

Most effective ways to get new clients revealed

A new survey is finding out about the experiences of professional services firms in getting new clients, and the results will show processes that are working, those that are more cost-effective and those that might be a waste of your resources.  Despite the much touted fact that selling further services to existing clients is more cost-effective than obtaining new ones, the reality is that every business needs a steady stream of new clients.  If you could find out the most cost-effective methods to acquire new clients, you could save precious marketing budget ‘experimenting’.  Competitors are unlikely to directly share what’s working for them, but wouldn’t it be great to know?   Those who complete the survey can opt to receive the results.

For a whole variety of reasons, every business loses clients over time.  Some of the reasons could be –

  • You have succeeded or completed the work, and the client no longer requires your service
  • Client has moved to a competitor due to their specialization, marketing, service, price or some other reason
  • Client personally knows someone who has just set up in competition and transfers
  • Client has decided to do it themselves – perhaps employing in-house
  • Client’s business has grown or changed and they require services you don’t offer or specialize in
  • Client is unhappy with your service and leaves

No matter the reasons and how you respond to these, it’s essential to regularly replace these clients to maintain your business.  This is a critical function of your strategic thinking and planning.  The block many professional services firms face, is understanding really what’s working in the sector.  It’s very easy to waste resources spending time and money developing and implementing strategies that, had you understood the experiences of others in the industry, you would have steered clear of.  It’s logical to share what’s working within a sector, and what’s not working, but most firms are reluctant to share this directly with competitors.  Most are especially reluctant to openly admit what hasn’t worked.  Also, what’s worked in other professional services sectors who are attracting similar clients, could also work for you.

The survey has been developed to find out, anonymously, what’s working and what hasn’t been cost-effective or good use of resources for professional services firms.  It’s short and can be completed in just a few minutes.  On the final page there is a web address that you can go to and opt to receive the results.  The survey closes at the end of October and can be accessed at https://www.surveymonkey.com/s/professionalfirmsnewclients

 

 

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