You think you need 20 new clients. What you actually need is...

[Short answer: A system and a process for getting 20 new clients over and over]

In today’s competitive business landscape, it’s natural to set ambitious goals and strive for growth. As an entrepreneur, you may believe that acquiring 20 new clients is the key to taking your business to the next level. However, sometimes what we think we need may not align with what will truly drive success. In this article, we’ll explore why just focusing on the number of clients can be overwhelming and offer you a more effective approach to achieve your desired outcome.

While twenty new clients may seem like a significant milestone, solely fixating on this number can be daunting. It’s important to recognize that acquiring and maintaining a diverse customer base involves a range of factors beyond sheer quantity. Instead, let’s break down the process into actionable steps that will consistently yield positive results.

One of the first steps in acquiring new clients is to identify your target market. Understanding who your ideal customers are and what they need will enable you to tailor your marketing efforts towards them. Conduct market research to gather insights about your target audience’s demographics, preferences, and pain points. This will help you create targeted marketing campaigns that resonate with potential clients.

Once you have identified your target market, it’s crucial to develop a compelling value proposition. Clearly articulate the unique benefits and solutions your products or services offer to potential clients. Highlight what sets you apart from your competitors and why customers should choose your business. Crafting a strong value proposition will make it easier to attract and convince new clients to choose your offerings.

In addition to a compelling value proposition, building a strong online presence and a system. Let’s talk about that system.

Anatomy of a landing page

Rather than relying on chance or sporadic efforts, implementing a system that ensures a consistent flow of new clients is essential. A well-defined approach will help you streamline your efforts and increase your chances of success in the long run.

One crucial aspect of building this system is having a clear understanding of your target audience and their needs. By knowing your ideal client profile, you can tailor your marketing efforts to reach precisely those who are most likely to convert into paying customers.

Understanding your target audience goes beyond just knowing their demographics. It involves diving deep into their pain points, desires, and motivations. What are their biggest challenges? What are their aspirations? By having a comprehensive understanding of your ideal client’s mindset, you can craft compelling marketing messages that resonate with them on a deeper level.

First and foremost, you need a compelling offer that will attract potential clients. Consider what sets your product or service apart from the competition and how it addresses the pain points of your target audience. Your offer should create a sense of value and solve a problem for your potential clients.

Once you have identified your audience’s pain points, it’s time to highlight the unique features and benefits of your offer. Think about what makes your product or service different from others in the market. Is it the quality, the price, the convenience, or the innovative features? Emphasize these aspects in your message to make your offer stand out.

This requires understanding the value proposition of your offer and effectively conveying it to your audience. Consider using storytelling techniques to engage your audience and create an emotional connection. Share success stories or testimonials from satisfied customers who have benefited from your offer. This will help build trust and credibility, making your offer more enticing.

In addition to highlighting the features and benefits, it’s important to address any potential objections or concerns that your audience may have. Anticipate their doubts and provide reassurance through clear and concise explanations. This will help alleviate any hesitations and increase the likelihood of conversion.

Remember, a compelling offer is not just about the product or service itself, but also about how it solves a problem and adds value to your potential clients’ lives. By understanding your audience, highlighting unique features, crafting a persuasive message, and addressing objections, you can create an offer that is irresistible and drives results for your business.

Now, do all of this on one page, your landing page.

Once you have a compelling offer, it’s crucial to have a dedicated landing page to promote it effectively. A landing page is a focused, standalone web page designed to convert visitors into leads or customers.

You don't need to know how to build a website to create a landing page. Tools like ConvertKit and MailChimp have free and paid tiers that will help you set one up without having to register a website.

Your landing page should be visually appealing, easy to navigate, and optimized for conversions. Use persuasive copy, compelling images, and clear call-to-action buttons to guide visitors toward taking the desired action, whether it’s signing up for a newsletter, scheduling a consultation, or making a purchase.

With your offer and landing page in place, the next step is to drive targeted traffic to your page. Instead of just focusing on reaching a large number of people, prioritize quality over quantity. Seek out channels where your target audience is most likely to be present.

600 is an arbitrary number, but the idea is that you drive traffic to that page - and at least enough to account for the fact that only a percentage will become leads and a percentage of those leads will eventually buy from you. You should do this calculation working backwards from your target of 20 clients.

Use organic and paid marketing strategies to attract visitors to your landing page. Organic marketing takes time. You can buy some time with paid marketing strategies such as Google Ads and social media advertising. In the longer term, you should also pay attention to These strategies may include search engine optimization (SEO), content marketing, and personal brand building on social media.

Once people visit your landing page, your goal is to convert them into leads who have expressed interest in your offer. While not every visitor will convert, it’s crucial to optimize your landing page design and messaging to maximize the conversion rate.

The best way to convert visitors into leads is to provide a compelling offer in exchange for their email address. Visit a few landing pages and see how others do this. You will find that people offer advice, ebooks, white papers, demos, free explore calls and discounts in exchange for contact details.

If you know your ideal client, you should be able to think of a compelling incentive to submit an email address.

Track the performance of your landing page using analytics and continuously test and refine your approach. A strong call-to-action, engaging content, and compelling testimonials can significantly increase the likelihood of visitors becoming leads.

Now that you have captured leads, it’s time to nurture and build a relationship with them. Implement an email marketing campaign that educates and engages your leads, providing them with valuable content that addresses their pain points and keeps your business top of mind.

MailChimp‘s free tier should be enough for you to start implementing an email marketing campaign to your new leads.

Once leads have shown a certain level of interest, such as opening your emails or engaging with your content, offer them the opportunity to schedule appointments or consultations. By providing personalized guidance and support, you can increase the chances of converting leads into paying clients.

For automated appointment setting, use services like Google’s Calendar’s new feature that allows people to request a meeting with you. Alternatively, the most popular appointment-setting service at the time of writing appears to be Calendly.

When it comes to closing deals with your new clients, the process should be seamless and efficient. Leverage automated contract signing services to eliminate the need for lengthy paperwork and delays.

Platforms such as DocuSign or Adobe Sign enable you to send contracts electronically, allowing clients to review and sign documents digitally. This streamlined process saves time for both parties and speeds up the conversion process, bringing you closer to your goal.

Efficient invoicing is essential to maintain a healthy cash flow and professional image. By using automated invoicing systems, such as Xero, FreshBooks or QuickBooks, you can easily generate and send professional invoices to your clients. One service that stands out as an excellent online payment gateway with billing features is Stripe.

Automated invoicing ensures accurate and timely billing, reduces the risk of human errors, and enables you to track outstanding payments efficiently. This allows you to focus more on building client relationships and less on administrative tasks.

Even after you have achieved your initial goal of acquiring new clients, it’s crucial to maintain a steady flow of prospects through your sales funnel. Consistently driving new visitors to your landing page ensures a continuous pipeline of potential clients.

Regularly evaluate and refine your marketing strategies to adapt to changing market trends and stay ahead of the competition. Monitor the performance of your landing page, test different approaches, and optimize your campaigns based on the insights gained.

Conclusion

In conclusion, while acquiring 20 new clients may be an appealing target, it’s essential to focus on the underlying system that consistently generates leads and nurtures them into becoming loyal customers. By following the steps outlined in this article, you can build a robust framework that will deliver sustainable growth for your business. Remember: it’s not just about the number of clients but the quality of the relationships you cultivate and the value you provide.

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Hi, I'm Jonathan, founder of Competitive Plays
I help analyse how customers find you and buy from you.
Then, we deploy strategies to optimise your success at each node on your buyer's journey.

If that's worth a chat, book a FREE 50-minute consultation with me.
Find out more at https://competitiveplays.com