If you’re building your business and want to attract more clients, one great way to do this is by adding extra value. Focus your attention on the value you can bring to clients and potential clients rather than on what you want from them.
You know how women love to get those little sample gifts of products when they go to the cosmetics counter at the department store or have a facial? Well, it works the same for your clients. They love to receive little ‘samples’ or extras. It makes them feel valued and special.
What are some simple things you could give away that would be easy and fun for you to create, and that could really make a difference for your clients? Examples would be a newsletter, article, or tips list, a checklist or quiz, a small amount of extra time, a referral, an invitation to your seminar, or a bookmark or hand-made journal. The possibilities are endless if you use your imagination!
1. Newsletter, Article, or Tips List
I believe that newsletters are the number one way to build relationships with potential clients. Over time, people come to know, like, and trust you, and are ready to do business with you. According to marketing experts, people need to see your name or hear about your services at least seven times before they are ready to buy from you. A newsletter is a great way to do this – to keep in touch and at the same time provide value. Email newsletters are quite common now, and with today’s technology, are very easy and inexpensive to do. You don’t have to write a long article; you can start with a simple list of tips.
2. Checklists and Quizzes
I have had fun creating customized checklists and quizzes for my clients. People love to take twenty question quizzes where they answer ‘yes/no’ or ‘on a scale of 1 to 10’. You can create these easily for your clients, and they’ll get great value from it. Ask yourself: “What are ten things my clients really want, and what ten challenges are they currently having”? Create a list mixing and matching the wants with the challenges, and you have a simple ready-made customized assessment. Depending on your client base, the title might be something like “Are you as healthy as you could be?” or “Is your life in balance?” or “Have you got what it takes to be a successful entrepreneur?” You get the idea.
3. Extra Time
Offer a client who’s having a particularly challenging time an extra 10 to 15 minutes of your time. Let them know you’re giving them extra time so that they won’t expect it every time. Or, check in with them by a quick phone call or email between sessions to see how they’re doing. They’ll really appreciate your interest, and it doesn’t need to take much time for you. It’s also great to offer a little extra time or an email or hand-written note to celebrate a success with them.
4. Referral to Your Network
Part of your marketing strategy in building your business should be to grow your network and database. You can put that network to good use by being a resource for your clients and referring them to people you know who provide a service they need. Your client might mention that they need a good accountant, or that they had back pain after their tennis game, and wonder where to find a good chiropractor. Here’s your chance to refer to the professionals you know and can recommend. Your client will really appreciate the fact that you have a large network of people that you know personally. It’s a good idea to offer more than one name so that they can make their own decision about who to work with.
5. An Invitation to Your Seminar
Tell clients they will be the first to know about your talks and seminars. People always love to be the first to hear, and will feel like they are in your ‘inner circle’. Invite clients free of charge or at a discount to any seminars and workshops you are offering. Give them an incentive or referral fee to bring a friend or colleague, such as a 20% discount for each person they recommend who signs up. If they bring five people, they get in free. It gives them an incentive and it helps you fill your workshop. It could be the best money you spend on promoting your business – and it’s really at no cost to you.
You’ll both feel better when you create extra value for your clients on a regular basis – and it will build your business quickly!