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How to Land a New Client

By Susie Romans

As a work at home mom in marketing and business development, I have come to understand a lot about people.

Just to be sure… you’re potential and current clients are people, right?

Ahhh, yes!

So, it’s time you become an expert in people too. Your paychecks come from people. So let’s break this down.

Understanding the potential client:

Prior to a meeting spend a little time sending emails back and forth or have a phone conversation.

Find out what kind of personality they have. What are they looking for? Start asking open ended questions to figure out how they function and how they think. For example: “How long have you been in the ABC Business” and “What do you like and dislike about what you do?” This is huge because it helps you to understand your prospect.

4 types of personalities:

Everyone has a mixture, but one of these always stands out.

  • The Socialites – Love to have fun, party and talk to others.
  • The Givers – Peaceful, soft spoken, motivated by giving and sharing.
  • The Analysts – Organized, systematic, diligent workers. Enjoy facts, figures and statistics.
  • The Moguls – Huge confidence, very intense, driven, want to be known by others, must be the best.

Once you understand this potential client’s personality type, you can alter that way you approach the meeting or interview.

For example:

If the potential client seems to be very focused on statistics and numbers. Do not go into a meeting talking about how much fun you want to have with the work/project. This client does not want to know a lot about your emotions. Talk “The Analyst” talk. Show numbers, data, hard facts and show a detailed plan to land the job!

Another example:

If the potential client want to hands down be the top known in the industry, with the best reputation, be sure to talk “The Mogul” talk. Express to them that you do the very best work in the industry. Tell the client that he/she will be hugely impressed. Tell this potential client that you will make sure he/she will gain a tremendous amount of exposure, publicity etc.

The keys:

  • Value offering – Be sure the service/product you are offering has a high value. People spend money on the things they believe have value.
  • Confidence – If you do not believe in yourself and your work, you will have a very hard time getting hired or getting a new client. Build your confidence!
  • Closing skills – Never end a meeting without a “Next step”. At the end of an interview or meeting you want to ask if the potential client is ready to sign the contract, ready to move forward, etc. You must ask for the sale or business. There must be a next step!

This has been a guest post by Susie Romans. She is a working mom, wife and the founder of Stay At Home Susie, the #1 Source for Home Jobs Training. Join her and other work at home moms on Thursday for free training. Want to get to know Susie? Visit her fun and inspiring site

Posted in Business, Marketing & PR

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6 Responses to “How to Land a New Client”

  1. 1

    I really enjoyed this post Susie, thanks for detailing the different types of people and reminding me that we need to focus on our people skills and listen empathically so we can communicate with them in a way they will understand and appreciate.

  2. 2

    Very true but I must add that it’s important to be yourself and spend time working with the people you want to work with. There are plenty of clients out there for everyone so why not work with your ideal clients. The one where you can be yourself and present yourself authentically.

    You will enjoy working with your ideal clients far more than working with any old client and it will show.

    • 2.1
      Holly Hanna says:

      Hi Lianne-Carla, I couldn’t agree more! Being true to yourself is imperative! I think understanding these personality types just helps us to better understand each other.

  3. 3
    Leiann Lynn Rose Spontaneo says:

    Thanks for the essay! It is a little different when you are not dealing face-to-face with the potential client. How would you do business if had to over a website?

    • 3.1

      You build the relationship slowly, online. Maybe you first follow them on Twitter and Facebook. You can comment on a blog post and eventually email them — but don’t ask them for something immediately. Nurture and build the relationship — just like you would IRL.

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