One of the snag/difficulty I see so many business owners fall into, is thinking too small and doing the same things they have done for years, directed at the same client base. Now is the time to sit down and brainstorm dear, and let the ideas flow… thinking big! Set your goals high, try a new approach and you may be amazed the levels you can reach.
Why do I say think big? Let’s face it — it’s not easy to find a more lucrative client as it is not easy to find a low-paying one, so why not go big or go home? The key is to know what you have to offer in terms of solutions, articulate that clearly to the right prospect. and trust me, you’re on your way to up-leveling your client base. Ask for referrals, testimonials and endorsements from already super satisfied clientele and your job of landing the big guns gets easier and easier. Here are additional ways to go about attracting and retaining high paying clients.
1. Understand who your ideal client is.
Your product doesn’t necessarily need to capture the attention of anyone. Having a niche is key. You may argue that this narrows your market and the number of suitable clients, but what it actually does is enable you to appeal to an audience that truly values what you do. The more you come to know your ideal client, the easier it will be for you to create content that speaks directly to them. You become magnetic. When a potential client feels like you “get them,” your offer becomes so much more appealing. SHO GET? 😀
Rather than take a wild guess, take some time to work out the people you currently work with. If there are certain people you don’t enjoy working with, exclude them from your list. Take some time to look at their gender, age bracket, industry, location and income level. Ask them what drew them to working with you. This can quickly give you a good overview of “who is your who.”
3. Ask for endorsements from other same-level clients.
We all like to do business with people we know, like and trust. So do high-level (C-level) executives.
4. Demonstrate results.
Nothing speaks like bottom-line results to these folks. Find out what matters most to them (i.e. client retention, attracting new markets, increasing the buy per customer, etc.) and detail what your business has done for others with the same objectives. Results talk.
5. Hang where they hang.
Where do your ideal customers like to be ?, what do they like to read (i.e. trade journals, national business newspapers or magazines, etc.) and see and be seen where they are.
6. Be Very Good At What You Do
Rich people don’t have time to be grooming upcoming artisans, well, some do but many don’t really want to have a guess answer for the service or goods they are paying for. They want to get the uncommon best results possible and move onto another deal, if you want to attract high paying clients, you need to first of all be very good at what you do.
7. Present yourself professionally in-person and online.
You never have a second chance to make a first impression. Ever. A mentor of mine once told me that the way I present myself, I mean the level I decide to personally put myself (I know, I’m dating myself here), needed to exceed whomever I was attempting to attract as a client. Priceless. The same is true for your web and social media posts, they have to be bigger than you lol but don’t live a fake life.
8. Follow-up, follow-up, follow-up.
Woody Allen said the key to success is in showing up, however, I beg to differ. The key to success is to persevere and in doing so – lots of follow-up steps need to be taken before you win the prize. Then more follow-up (i.e. attention) is needed to retain the client. That’s much easier than trying to start from ground zero to get a new one. Don’t ignore what you’ve already attained – schedule in time to focus on maintaining your existing clientele.
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