Finding and Tracking New Client Leads

Finding Clients

• 1. Referrals
  • How can you encourage and appreciate your referral sources?
  • This could be from other clients or business partners.
  • Refer back: this makes you look better to the potential client, too.
  • Using a gift tool like Thnks to surprise and delight.
• 2. Networking
  • Business associations
  • Professional groups: eg. AMA, Chamber
  • Conferences: We've got a lot of work from these kinds of groups over the years, but mostly as referrals further out.
• 3. SEO
  • Let your website work for you
  • More passive than active
  • What if this isn't generating the right clients?
    • Tighten your messaging.
    • Ask more difficult questions on your contact form.
• 4. Content
  • Blogging, speaking, podcasting
  • Social & email is more promotional
  • All of it into a marketing funnel
  • Educating and thought leadership is one of our core values, and leads are a positive consequence of that content

Tracking Clients

• 1. Forecasting potential revenue
  • How do you weigh the value of a client?
  • Initial spend or monthly x12.
  • In our system, we also weigh the odds of a win and track that metric.
• 2. Tracking also ties heavily into follow-up into interested leads
  • What is an interested lead?
  • We don’t use cold marketing—only follow up with warm leads.
  • How do you follow up without being obnoxious?
    • Initial follow-up: Just connect on LinkedIn
    • For interested leads: Offer value and have a reason to follow up
• Tools: 
  • Pipedrive 
  • Notion
  • Hubspot