On this week’s Dear Katie, we’re doing things a little differently. This question is pulled directly from a one-on-one coaching call.

The person I was coaching said, “I want to grow. If only we had more leads.”

And this is something I hear all the time: “I just need more leads.”

Honestly, how many times have you said that?

But here’s the truth.

One that many don’t consider. 

For most firms, the fastest growth often comes from what’s right in front of them and optimizing that instead of adding new leads.

Here’s what I recommend that you focus on before chasing new leads:

PS. Yes, I do offer one-on-one options. If you need help getting unstuck, schedule a call with me.

4 Strategies to Focus on Before Chasing New Leads

1. Maximize Your Existing Client Relationships

Try to close more leads with clients you already work with. If you’re not looking within, you’re leaving money, and more importantly, impact on the table. You can:

• Upsell and cross-sell: What services do you or can you begin selling to clients that they’re not already buying? For example, you might have a client who is a business owner to whom you can sell tax planning services and better assist them. You can also offer advisory or CFO services.
• Raise prices: Has it been a year or longer since you’ve reviewed your pricing? If so, it’s likely time to adjust pricing. 
• Re-engage with your underutilized clients: You likely have some clients who barely use all the services you offer. You have an opportunity to better serve those clients.

Find areas where you can better serve the clients you have, and you’ll also find that your extra attention to detail will have them driving more referrals for your firm.

2. Referrals (The Right Way)

Your referral network can’t send people your way if they forget what you do. Reconnect with these people and check in on them. Be specific about your intention and explain:

• Who you help
• What problems you solve
• Who isn’t a good fit for you

But don’t ask for business. Let your services and offers speak for themselves.

What you do want to do is equip your referral network with the right tools to make it as easy as possible to refer you to others. A strategy that works very well for many of our clients is to give their referral network a link to your landing page that:

• Outlines all of the services you offer
• Shares real client stories
• Explains the steps to take to contact you

While you prime your referral network to send you new leads, it’s also a good time to follow up with lost leads. 

3. Follow Up with Lost Leads

Your old pipeline may be your warmest one. Many firms land new clients by simply re-engaging with leads who may have fallen through the cracks.  

Prospects who didn’t say “yes” months ago might be a “yes” today. 

The timing may be better, or you may present a more enticing offer that pushes them to take the dive (more on that below).

The key to success here is not to just follow up, but to share something helpful:

• A checklist
• A short video
• A relevant insight that shows you remember their conversation

When you’re helpful, you’re more likely to get the prospect’s attention and have them consider your offer.

Something important to consider here is whether the prospect is back in the market or still in the market for your services. If so, how can you make them an offer they will say YES to right now?

Something very important to consider here is if they are back in market (or still in market) for your services, what’s your offer that can make them say YES right now? 

Not sure how to create an irresistible offer? Check out my previous episode here.

4. Re-Activation Campaigns

Instead of trying to get new leads, focus on people who already know you but aren’t currently buying.

We already talked about past clients, but go beyond that.

Think:

• Newsletter subscribers
• Webinar attendees
• Social media followers

How can you get their attention and have them consider why you can help them today.

Here’s some inspiration:

• Reach out to see if things have changed. “Curious how buying your vacation home turned out?” That opens the door to a conversation about how your firm may be able to help them.
• Share client success stories. “Here’s how a recent client of ours got X result. Curious how we did it? I’d love to send you a video on exactly what we did, if you’re interested.” 

New leads are great, but it’s important not to overlook what’s already right in front of you. 

Give these strategies a try before you focus on attracting new leads.

And, that’s a wrap on this Dear Katie question.

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Now I want to hear from you. Do you have a question? 

Submit it here

Until next time, cheers to your success!

Katie