O EXCUSES approach to marketing. So, I’ve worked on setting up systems, being organized (or getting help with it) and learning to master the discipline thing.

That means doing some marketing every single day, no matter how bogged down you are with work and existing clients. Get that newsletter out the door, rip out the newspaper article and send it to an existing client or prospect, send that quick email to the association asking if they accept outside speakers or write a thank you note. Whatever! Just make the time for it and do it.

The key is to do SOMETHING that stimulates future business and refe

Too many people ride the ‘feast or famine’ rollercoaster of clients, especially SUCCESSFUL entrepreneurs. Some months they have almost too many clients and are WAY too busy, and other months, they’re feeling the pinch. The well is dry and they’re digging their well when they’re thirsty. I’ve been there in the past, and there’s nothing worse than experiencing those two extremes on a regular basis. It’ll make you want to go back to Corporate for good! (NOT ME!)

You’ve heard me talk about my NO EXCUSES approach to getting clients. That means that the number one rule I have is that I do SOMETHING to bring clients or client referrals towards me every single day. Otherwise, you’ll find that no matter how good you are, your pipeline will eventually dry up.

The key is to shoot for OVERFILLING your prospect pipeline. Most people just shoot for having SOME people in it. That’s not enough. If you aim for something WAY bigger than what you’ve already gotten so far, you’re more likely to reach even a medium level, than if you were to aim low.

When I talk to my clients about this, the number one answer that comes back is, “But what if I get TOO many prospects? What do I do then?” I’ve even heard, “What if I get TOO big? Then what?” That’s when I usually laugh out loud and say, “GOOD! That’s a good problem to have!”

There are at least 2 solutions for having too many people wanting to work with you at the same time:

1. Put them on a waiting list. It’s OK to do this. What you’ll actually notice is the opposite of what you might think would happen. Instead of leaving and saying, “I don’t want to wait,” most prospects will chomp at the bit to find out how high up on the waiting list they are and will want to see if they can do anything to start earlier. It’s actually VERY Client Attractive.
2. Leverage your time and efforts by creating group programs and charging less than your regular one-on-one fee. You’ll end up being able to work with MORE people at once AND make more money per hour or project than you would with a single person. Leverage is one of the best things ever “invented” and having too many prospects is one way to set yourself up for this.

So, how do you get to this point? Discipline. I’ve often said that I wasn’t born a very disciplined person (or organized for that matter) but as a result of having a full practice and wanting to keep it that way, I’ve taken the NO EXCUSES approach to marketing. So, I’ve worked on setting up systems, being organized (or getting help with it) and learning to master the discipline thing.

That means doing some marketing every single day, no matter how bogged down you are with work and existing clients. Get that newsletter out the door, rip out the newspaper article and send it to an existing client or prospect, send that quick email to the association asking if they accept outside speakers or write a thank you note. Whatever! Just make the time for it and do it.

The key is to do SOMETHING that stimulates future business and refer

lients or client referrals towards me every single day. Otherwise, you’ll find that no matter how good you are, your pipeline will eventually dry up.

The key is to shoot for OVERFILLING your prospect pipeline. Most people just shoot for having SOME people in it. That’s not enough. If you aim for something WAY bigger than what you’ve already gotten so far, you’re more likely to reach even a medium level, than if you were to aim low.

When I talk to my clients about this, the number one answer that comes back is, “But what if I get TOO many prospects? What do I do then?” I’ve even heard, “What if I get TOO big? Then what?” That’s when I usually laugh out loud and say, “GOOD! That’s a good problem to have!”

There are at least 2 solutions for having too many people wanting to work with you at the same time:

1. Put them on a waiting list. It’s OK to do this. What you’ll actually notice is the opposite of what you might think would happen. Instead of leaving and saying, “I don’t want to wait,” most prospects will chomp at the bit to find out how high up on the waiting list they are and will want to see if they can do anything to start earlier. It’s actually VERY Client Attractive.
2. Leverage your time and efforts by creating group programs and charging less than your regular one-on-one fee. You’ll end up being able to work with MORE people at once AND make more money per hour or project than you would with a single person. Leverage is one of the best things ever “invented” and having too many prospects is one way to set yourself up for this.

So, how do you get to this point? Discipline. I’ve often said that I wasn’t born a very disciplined person (or organized for that matter) but as a result of having a full practice and wanting to keep it that way, I’ve taken the NO EXCUSES approach to marketing. So, I’ve worked on setting up systems, being organized (or getting help with it) and learning to master the discipline thing.

That means doing some marketing every single day, no matter how bogged down you are with work and existing clients. Get that newsletter out the door, rip out the newspaper article and send it to an existing client or prospect, send that quick email to the association asking if they accept outside speakers or write a thank you note. Whatever! Just make the time for it and do it.

The key is to do SOMETHING that stimulates future business and refe

t TOO big? Then what?” That’s when I usually laugh out loud and say, “GOOD! That’s a good problem to have!”

There are at least 2 solutions for having too many people wanting to work with you at the same time:

1. Put them on a waiting list. It’s OK to do this. What you’ll actually notice is the opposite of what you might think would happen. Instead of leaving and saying, “I don’t want to wait,” most prospects will chomp at the bit to find out how high up on the waiting list they are and will want to see if they can do anything to start earlier. It’s actually VERY Client Attractive.
2. Leverage your time and efforts by creating group programs and charging less than your regular one-on-one fee. You’ll end up being able to work with MORE people at once AND make more money per hour or project than you would with a single person. Leverage is one of the best things ever “invented” and having too many prospects is one way to set yourself up for this.

So, how do you get to this point? Discipline. I’ve often said that I wasn’t born a very disciplined person (or organized for that matter) but as a result of having a full practice and wanting to keep it that way, I’ve taken the NO EXCUSES approach to marketing. So, I’ve worked on setting up systems, being organized (or getting help with it) and learning to master the discipline thing.

That means doing some marketing every single day, no matter how bogged down you are with work and existing clients. Get that newsletter out the door, rip out the newspaper article and send it to an existing client or prospect, send that quick email to the association asking if they accept outside speakers or write a thank you note. Whatever! Just make the time for it and do it.

The key is to do SOMETHING that stimulates future business and refe

HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.casualarticles.com/article/27380/casualarticles-Aim-To-OverFill-Your-Client-Pipeline.html">Aim To Over-Fill Your Client Pipeline</a>

BB link (for phorums):
[url=http://www.casualarticles.com/article/27380/casualarticles-Aim-To-OverFill-Your-Client-Pipeline.html]Aim To Over-Fill Your Client Pipeline[/url]

Related Articles:

Can PO Funding Take Your Business To The Next Level?

Is oyur business stuck in neutral? Do you need financing to take it to the next level? Read this article to learn about PO Funding.

Strategy To Market Your Fundraising Program

There are many components involved to successfully administer a fundraising program. First of all, the money that is going to be raised needs to be used for a cause that people can get behind. Secondly, the fundraising effort needs to utilize as many volunteers as possible to successfully raise the fundraising goal. In addition, those volunteers that are recruited need to be effectively trained. Thirdly, a fundraising plan needs to be developed. This could entail a selection of a product that will be sold, conducting a special event, or simply asking people for money.

The Dark Side of Help Desk SLAs

You just signed a Help Desk Service Level Agreement (SLA) and now think things will get easier. However, you may soon be falling into one of these traps: 1) COVERING THE TRUTH WITH METRICS In some co...

Bookmark it: