Ever been stuck in one of those phases where you couldn’t seem to get more clients—and so you were just flat-out frustrated with sales?
Maybe you even thought to yourself, “If only I had picked a different career path…”
Let me tell you, all salespeople have been in that situation at one time or another.
When we don’t know how to get more clients, if can feel like we stumbled into the wrong job altogether.
But the truth is that there are several surprisingly easy ways to get more clients—no matter where you’re currently at in your sales career, or how frustrated you feel.
Don’t give up on your career or throw your hands up in defeat.
I’m going to share with you 7 easy ways to get more clients that will be effective right now, today. Check it out:
How to Get More Clients Tip #1: Have a prospecting system.
For most salespeople, the biggest cause of frustration in sales is that they simply don’t have enough leads coming in. If they could just get more leads, so many other aspects of their career would just self-correct.
The main reason for lack of leads is that salespeople are often haphazard about how they generate new leads. This is why every salesperson should have a prospecting system in place.
A prospecting system is a systematic approach to generating new opportunities. If you have a strong prospecting system in place, it isn’t something you should have to think about on a daily basis, because it should just be consistently happening.
Here’s what I mean by that. While there are often a lot of sales activities that go into a prospecting system, salespeople shouldn’t have to wake up in the morning and say, “OK, what do I have to today today to drum up new opportunities?” Instead, they should already know exactly what it is they have to do, as it’s built into their selling strategy. They just have to execute—without even thinking about it.
Their CRM will tell them exactly what they have to do, how many calls they have to make, how many emails they have to send and to whom, how many LinkedIn invitations should go out, how many packages they are sending out that day—etc., etc.
The whole prospecting strategy should be planned out and fully integrated into your activities so that it becomes second nature and you don’t even have to think about it. If you implement a prospecting system like this, you are going to find it’s way easier to get more clients—and you’ll be way less frustrated with sales.
How to Get More Clients Tip #2: Focus on introductions.
This is central to the blocking and tackling of sales and lead generation. Salespeople are often more focused on cold opportunities where we find new people and say, “How can I sell stuff to these folks who I have no connection to?”
But in reality, we can actually lean on our existing network of people to get introductions to other folks just like them, who we could ultimately serve. So what we need to do is come up with an introduction strategy where every single person that we’re talking to, we are asking for introductions to new business.
Now, I have a ton of videos and content on just that topic, so if you’re interested in learning more, just look them up. The main takeaway is that you need to be very proactive, consistent, and intentional about driving introductions.
Introductions are, hands down, one of the easiest ways to get more clients. Especially if you’ve already been selling for a number of years, you have a whole network of people that you can lean on. Quite frankly, even if you’ve only been selling for a few months, chances are you can think of many people to reach out to right now who could introduce you to other folks that could lead to new business.
How to Get More Clients Tip #3: Target your Top 20.
Sales reps are often indiscriminate about the types of prospects they reach out to. One day, they might reach out to some really small prospects who—even if they sold—would only lead to very little business. Then another day, they might reach out to really big prospects. And throughout, there’s not a lot of thought going into who their absolute ideal prospects are and how they’re going to target each one of them individually.
If you really want to get more clients, you have to think big and think strategically.
Start by identifying a prospect who—if you sold them—would be game-changing to your sales numbers. Then build a list of your Top 20 prospects using this same method. Each member of your Top 20 list should be a prospect that would totally change your world if you sold them—and you should identify everything you possibly can about each prospect on your list.
Hyper-target who each member of your Top 20 is as a company, which individual prospect you should reach out to at the organization, what their title is, and any data you can find about them to more relevantly start a conversation. Maybe search for specific press releases that their organization has put out—or even look to see what they’re saying on Twitter. Whatever it is, get as much information on those Top 20 prospects as you can. And then reach out to them using your systematic and consistent prospecting approach that we discussed above.
How to Get More Clients Tip #4: Stop “needing” the business.
Reps who can’t get more clients and are frustrated with sales often start to emanate a sense of neediness. When I witness this, I always think back to dating. Have you ever met someone who is obviously so desperate just to get a date or start a relationship that you’re immediately turned off? They come off as needy, so you’re automatically like, “Nah, I’m good.” Right?
It’s amazing how neediness can be immediately off-putting in relationships. Well, the same is true for your prospects. If you feel like you absolutely need to close a sale—if you’re willing to discount, if you’re willing to do anything to close a sale—prospects will immediately be turned off.
At the very least, prospects are going to sense that you’re desperate and try to take advantage of it—and they’re going to beat you up on price and do all those things that we try to avoid as salespeople.
We need to make sure that we don’t come off as “needing” the business, but instead show that we are true experts. We don’t need the business and, furthermore, we want to determine whether there’s even a fit to begin with. When you have this approach and mentality, it’s amazing how quickly a prospect immediately puts you in the category of high-value individual.
When you’re in that category of high-value individual, they start talking to you differently. They start answering your questions more thoughtfully. They start treating you in a way that is consistent with the way that you see yourself. So stop needing that business.
How to Get More Clients Tip #5: Establish authority up front.
This is something that we focus on a great deal at my own organization. The more authority that you can establish at the beginning of an interaction, the more likely that the prospect will see you as an expert. As a result, the prospect will also be more willing to answer any questions you have to engage in a real, dynamic conversation.
By establishing your authority at the beginning of an interaction—by showing that you really understand what’s going on in their world and in the worlds of other companies in their marketplace—you suddenly change the way you are perceived by your prospects and they’re much more willing to talk to you. They’re much more willing to engage in that conversation, which ultimately is going to help you get more clients.
How to Get More Clients Tip #6: Disqualify prospects.
Disqualification is the complete opposite of what most sales reps are doing today. Most sales reps are trying to persuade prospects to do business with them. They’re basically saying, “Hey, how can I persuade you to work with me today?” Or some cheesy version of that.
Then you have another category of reps that are trying to qualify prospects by saying, “I want to ask you some questions so I can understand what’s going on…” and all that is fine, too, but it doesn’t really scream high-value.
The last category are the really elite reps who are actually disqualifying. They’re saying things like, “Can I ask you some questions just to see if we’re even a fit in the first place?” They’re starting at the point of, “I’m not sure if this is even a fit…”
When you do that, it immediately takes so much pressure off of your prospects. Then, when you ask questions of your prospects, they want to answer—and they often want to answer in the right way—because they’re thinking, “Oh. Well, I want to make sure that I’m a fit…”
By having that disqualification mindset, you suddenly seem so much higher value, and as a result you’ll get more clients. You’re suddenly that high-value expert as opposed to that low-value salesperson who’s just willing to say or do anything in order to close the sale.
How to Get More Clients Tip #7: Sell more deeply to clients.
Much of what we focus on from a sales training perspective is, “How can I turn new people into business?” But what about those existing pieces of business that you have right now? Many of them are probably only utilizing your product or service at around 50% of what they could fully utilize. How could you get those people who already know you, who already have a relationship with you, to go from 50% to 75% or even 100% utilization of what you have to offer?
Ultimately, you want to sell more deeply to your clients by providing them with more services and more value to help them grow their business and achieve their goals. At the same time, you want to hit your sales numbers without having to make hundreds of cold calls all the time and identify tons of new business. You can do this by focusing on the low-hanging fruit of your existing book of business.
So how can you get in front of those people? By having, let’s say, quarterly reviews with them where every quarter you’re engaging them in conversations, asking them questions, understanding how their business could be better improved—and then making recommendations on how you might be able to help them.
The idea of selling more deeply is so important because we beat our heads against the wall trying to generate new business and get more clients. But we tend to forget about the clients we are already connected to. It’s easier, it’s less confrontational, and ultimately, it’s going to lead to a lot more income.
So there you have it. Now you know 7 easy ways to get more clients. I want to know: Which of these ideas did you find most useful? Share your thoughts in the comments section below to join the conversation.