If your business relies on a client list or book of business in order to function at a successful level, like for lawyers or real estate agents, you’re likely going to always be looking for ways that you can bring in more clients and grow your business. However, this is often easier said than done. Especially if you’re starting from zero or aren’t particularly outgoing, it can be very challenging to grow your business. So to help make this endeavor a little easier on you, here are three tips for building up your book of business.
Ask Your Predecessors for Their Contacts
Depending on what industry you’re working in, you may be able to tap into someone else’s client list that they’re no longer planning to use. According to Michael Roennevig, a contributor to Chron Small Business, this might be something you could try if you have a predecessor who’s leaving the business or a co-worker or peer who’s changing careers. While this will still take a bit of work on your end to build up a rapport with these people, at least you’ll be given a great lead source to begin building your own book of business with the help of a trusted friend or partner.
Create Opportunities To Meet People
When seeking to find clients, it’s important that you give yourself every opportunity to meet people who may be interested in your services. To do this, you should be actively trying to find or create your own opportunities where your target market can see or speak to you. According to Angie Mohr, a contributor to Investopedia.com, one great way to do this is to set up speaking engagements for yourself. In this type of venue, you can display your knowledge to a large group of people and then leave time for socializing with those who’ve just heard you speak. Consider calling relevant organizations or conference venues to see if you can set up a speaking engagement there.
Follow Up With Your Networking Connections
For many people, meeting potential clients to add to your contacts is the easy part. Once this is done, it’s now time to cultivate those relationships so that your connections can become consistent clients for your book of business. To make this transition, Deborah Mitchell, a contributor to Entrepreneur.com, recommends that you always follow up with the people you’ve met through networking. This could mean sending them an email periodically, keeping in touch through social media, or otherwise keeping your name and face in the forefront of their mind.
If you’re trying to pad your book of business, use the tips mentioned above to help you find the right connections and turn them into loyal clients for your company.