Your best source of new work

Believe it or not, your best source of new work is something you already have. And if you mine this existing resource, you’ll be on the road to success. In fact, most successful consultants turn to this marketing goldmine to keep their busy practices growing. What’s the secret?

Your existing customers, contacts and fans!

That’s right — the secret to your consulting success is in the relationships you’ve already built, not in some sort of secret lead generation tactic. After all, the clients who’ve already bought into your offering are already on your side. And they’re the people most likely to buy again, buy more or tell their friends and colleagues about the amazing work you do. In fact, even a happy low value client is better than someone who signs on for a one-off project that pays 10 times as much.

Look at it this way. Say you’re doing a $500 job for a very delighted client three or four times a year. Small potatoes, right? And you get a call from a prospective client who’s offering up a one-time $5,000 job. Which is the better job?

Well, if the small potatoes client buys from you over and over, you’ll likely make $7,500 to $10,000 in the next five years — and they may help you land other clients. In fact, if they sell their own contacts on your successes, it may be easier to win those contacts than the ones you turn up yourself. Meanwhile, that $5,000 client isn’t such a hot deal if you never do work for them again.

Of course, in a best case scenario, you make both clients so happy that they buy over and over and rave about you to their networks. So what are you doing to build a network of raving fans?

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