I’m going to share a powerful marketing idea with you today. It’s all about how to attract high quality clients (or customers). With no selling required.
These leads will come from people who already know you, who already value your work AND who really want to work with you.
I need to start by asking you a question: Over the past 6 months, how much valuable, free information have you given to your prospective clients?
I’m specifically referring to things like newsletter articles, blog posts, videos, Zoom sessions, podcasts etc., which offer useful and valuable information… rather than thinly-disguised sales pitches.
Here’s why that question is critically important to building your ideal business.
No selling required
If you want an endless stream of high quality clients or customers, you need to be front of mind when they have a requirement. You need them to be thinking about you. This means you need to regularly give them something, which they will value. Something useful. Something that makes them interested in what you have to say.
Most small business owners waste their time, trying to get their marketplace excited, using sales messages and special offers. They haven’t figured out yet, that they need to develop a relationship with their marketplace, in advance, if they want to attract the very best enquiries.
Notice I said ‘attract‘ enquiries?
When you stop selling and start helping, your prospective clients come to you. I haven’t sold my services to anyone in over 20 years. But people hire me all the time. And the difference this makes is huge.
Engage and inform: Don’t just sell
The secret to attracting high quality inbound sales leads, is to focus on engaging your marketplace. Educate them. Inform them. Inspire them. Help with their problems. In short, become a valuable resource. And do this before they even need you.
By engaging in this way, you’ll quickly begin to build relationships and credibility with the people who pay for the exact kind of service or products you offer. And if you tailor the information you provide, so that it’s directly relevant to your IDEAL prospective clients, that’s who you’ll attract enquiries from. (Note that word attract again?)
Through the distribution of valuable, free information, you position yourself as an authority in your field. You also build a relationship with your prospective clients, where they naturally think of you as the source of the help they need. This makes you a safe pair of hands. It also makes hiring you or buying from you way less risky when they need a new provider.
Make no mistake, if you embrace this marketing idea and do it correctly, the results can be breathtaking. You can build your ideal business, working with great clients who value you.
And with no selling required.