Today we’re talking about one of the most common questions I get.
It in a nutshell is: How do I find more of my ideal clients online and break free from all of the “noise?”
Today, I’m going to shed some light on what you can do to find clients I love working with – and I know these strategies work because this is the blueprint we use for clients at our agency.
1. Search for People Who Need Your Services
Who needs your services?
Plenty of people – hopefully.
So, here’s a quick tip you can implement today. Hop on LinkedIn and search for people asking for recommendations. Let’s look at an example:
I perform the search below.
People are looking for recommendations for CPAs, so there is already a pain point that you can solve. This individual is likely deep into the buyer’s journey.
Upon my search, I find an immediate lead:
This was not the only lead that showed up, many more did.
From here, it’s up to you to reach out to them and book a discovery call, but there are literally hundreds of people raising their hand that need your help now.
Note, you can repeat this same strategy on Facebook and other platforms.
2. Use LinkedIn Sales Navigator
LinkedIn’s Sales Navigator is such a valuable tool, but it does require a premium account. Trust me, the cost is well worth the investment. You can use the advanced filters to narrow down your searches by:
- Company size
Do you want to find law firms with 10+ employees in New York? No problem. You can easily filter the results to show only those who match your criteria.
Pro tip: I recommend filtering by people who have posted in the last 30 days. Why? You know that they’re active on the platform.
3. Search for Job Listings for Services You Offer
While this point is similar to the first one on my list, it’s not 100% the same. I really think this strategy is underrated.
So, let’s see how it works. Head over to LinkedIn and search for what people are hiring for that you may offer.
For example, let’s say that you offer fractional CFO services. We’ll search for:
You may not be the right fit for a company hiring full-time, but it’s never bad to get your name out there and in front of the right potential clients. The person hiring may be willing to hire you or your team part-time.
We’ve found this approach works very well with our clients, and they’ve seen some very big wins with this strategy.
4. Be Active in Niche Communities and Forums
Active niche communities and forums can be great places to engage with clients. If you serve multiple niches, pick your favorite one and start looking for relevant forums, communities and sites. Create accounts and get active!
- If I worked with real estate professionals, I would start being active on BiggerPockets.
- If I worked with doctors, I would be contributing to The White Coat Investor.
Don’t overlook social media groups, including Facebook groups. Yes, there are still many Facebook groups with active communities, and you can be active by answering questions, providing insights, or even sharing relevant content.
I’ve also found that Slack and Discord communities can be effective ways to find and connect with potential clients. There are many industry-specific and professional communities on these platforms, so consider being active here, too.
You’re sure to find plenty of people asking questions related to your expertise within these communities. Start sharing your input, building relationships and establishing yourself as an authority.
My one piece of advice would be to make sure that you’re providing valuable contributions. Don’t try to immediately promote your services. Genuinely engage with others and help.
5. Start Podcast Guesting
Another really effective way to find your ideal clients and achieve audience growth is to start podcast guesting. According to Pew Research Center, 42% of Americans aged 12+ listened to a podcast in the past month.
Landing a guest appearance on a popular podcast is a great way to expand your reach.
Find podcasts that your ideal clients may be listening to and reach out to the host to pitch yourself as a guest.
Now when it comes to crafting a pitch, where should you start?
My number one tip is to make sure your pitch hits on how you’ll benefit their podcast and audience. Maybe you have unique expertise or experience in something you know their audience will be interested in. Don’t make it about you. Make your pitch all about them.
To steer you in the right direction, here’s an example pitch you can use.
Pick one or all of these five tips above, and I’m confident you’ll be well on your way to landing more of your ideal clients online.
And, that’s a wrap on this Dear Katie question.
Now I want to hear from you. Do you have a question?
Until next time, cheers to your success!