how to use your current client list as your secret lead-gen weapon

How to Use Your Current Client List as Your Secret Lead-Gen Weapon

How can you gain an edge in the competition in the battle for new, good prospects?

What do you have that your competitors don’t?

What if you had a tool you could use…

...as a road map to your best prospects

...as bait to grab your prospects’ attention

...and as an endless resource for insights into your prospects’ mindset

Your current client list.

Use these 3 ways to turn your current client list into more leads and sales...

So what’s your secret weapon?

1. Create a Map to Your Best Prospects

Which prospects make up your target market?

If you answered “everyone” or “it depends,” you may be wasting your valuable time pursuing low-value leads.

Some prospects are worth more to you than others.

When you focus your biz-dev strategy on those high-value prospects, your chances for sales success increase.

To create a defined target market, start with prospects you already know have a high likelihood of buying from you…

TARGET MARKETS 101

...prospects who look like your best customers.

What do your existing customers look like?

Are they small, medium, or large businesses?

...what industries do they represent?

Do they own or lease their space?

Do they occupy high-rise offices, industrial space, or work from home?

Whatever your answers are, create a target market full of firms that fit the bill.

You’ll instantly eliminate prospects less likely to buy from you, and increase your efficiency and

success rate in the process.

BWise User Tip:From a client profile in BWise, click “Find Like”

to pull up a list of similar companies!

Remember: not all client relationships are equally rewarding. Some customers may be more trouble than they’re worth.

Others with a respected brand may give you instant credibility.

Base your target market on your ideal client relationships.

Wise Guys Tip

2. Grab Your Prospects’ Attention

When prospects face a buying decision, they seek “social proof.”

FACT

Social Proof: You’re more likely to do something if you believe you’re not the only one doing it, and if you hear from other people that it actually works.

Your current client list is an excellent source of social proof. For example, you can attract and

entice new prospects with...

Case studies...

Testimonials...

Referrals...

You can also use your current client list to pique your prospects’ curiosity and appeal

to their sense of urgency...

The “Boomerang” Message

“Hi [prospect’s first name]. This is [your name]. I’m calling regarding [competitor company who is your client]. Once again, this is [your name]. My phone number is [phone number]. Again, that’s [phone number]. I look forward to speaking with you.”

Your prospects are interested in what other companies like theirs are doing.

Use your past client successes to grab your prospect’s attention and show how you can help

address their priorities.

Wise Guys Tip

3. Get Inside Your Prospects’ Mind

What your prospects look like is one thing...

What they want and need is another.

To discover your prospects’ common problems, priorities, and motivation for buying…

...ask a group of people who used to be your prospects: your current clients.

1. Name three problems or challenges you faced that we’ve helped you address.

2. How long were you actively looking for a solution?

3. As you considered investing, what was appealing to you about our product or service?

4. With plenty of other options available to you, why did you choose to invest with us rather than our competitors?

5. Was there one thing or moment that made you decide to invest?

6. Is there anything about our sales approach that you didn’t like?

7. Any surprises about the experience?

7 Questions for Your Current Clients

Your current clients can provide a wealth of valuable insights into your prospects’ mindset.

Among other things, those insights can help you refine your target market, and prepare you to help

identify and solve your prospects’ problems.

Wise Guys Tip

What’s the one list your competitors don’t have? Your list of current clients—former prospects who decided to buy from you. Follow these 3 steps to turn your client list into your secret weapon for lead generation:

WRAP-UP

Use your clients’ demographics to create a defined target market full of good prospects

Use your past client successes to grab your prospects’ attention and show them how you can help them

Discover why your clients decided to buy from you so you can better qualify prospects and turn them into clients

How to Use Your Current Client List as Your Secret Lead-Gen Weapon

© Business Wise Inc. 2015

{Photo Credits}Flickr: asenat29, Serge Kij, Sandra Schleter, Michael Saechang

Other: Gallery Hip, umsystem.edu

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