Want More Clients? Then Send More Letters!

The funny thing is that I stumbled on this system because I started consulting when I had a full-time job. I didn't want my boss to know so I didn't have a website. I didn't have a Facebook page. I didn't even have a LinkedIn profile telling people that I was a copywriter and marketing consultant.

So, I used the only tool that I had to win clients...

I sent them a letter. A letter explaining how I could help them grow their business.

Why a letter?

Because the post is our least crowded inbox.

A letter is going to win me 30 seconds of my ideal clients focussed attention. And if the letter is good... then I'll win more of their attention.

With an email, it's easy to delete it without a second thought.

A letter wins a few crucial seconds of attention from your ideal client.  

The ONLY thing the letter has to do is pique the client's interest enough to win a meeting with them.

And...

Don't think that this is an easy thing to do. Successful people don't have a lot of time and they are not going to give it up easily. So your letter has to show them what's in it for them if they do. Your letter has to show them that meeting you is worth their time.

The perceived value of meeting you for 30 to 60 minutes has to be greater than anything else they could be doing.

And if you've got a powerful way to help them grow their business. Then they will meet with you.

If you want to have a chat about working for them. Then you are wasting their time. And your own time.

How Do You Know If You Can Help The Client Grow Their Business?

Because you've done your research on them.

You've looked at their website. You've joined their email list. You've attended their webinars. You've been to a live event.

So you understand their business model. And you've seen how you can help them get better results with the system they are currently using. Or you have a different system that will generate better results.

My system is often different to what the client is currently doing. Which makes it a harder sell because I have to sell the idea and proof of something alien to them.

Using a completely different system also makes it harder for them to find time to start working with me.

If you are a lead generation consultant and they are already doing a lot of lead generation. It's a hard sell because you know they already have someone doing this. And if you have an irresistible offer with guaranteed results then it's easy for them to say Yes. And to start working with you the next day.

The point of this is that your letter must make it easy for the client to say Yes to meeting you.

If not, you have wasted your 30 seconds of their focussed attention.

If you want to know more about how to create an irresistible offer then please read my post: Find Your USP. Find Your Consulting Goldmine. Here's the link to the post: https://www.rolandeva.co.uk/2020/02/14/find-your-usp-find-your-consulting-goldmine/

What happens if you send your irresistible offer letter. You call to set up a meeting with Mr Big. Then it takes weeks to find a space in his calendar?

This is part of the process and something you should expect.

Let's face it, we all wish we had more hours in the day. If you run a big business there are going to be more pulls on your time. So if it takes 4, 6, 8 or 12 weeks to meet with the owner or MD, then be patient. You've won a meeting with them. That's a big achievement.

At the end of the meeting, you'll know if you are going to work together. You may even know when. If not, then keep following up with the client until you start working together.

What Are The Numbers To Success?

If you're anything like me, then you want to know how many letters you need to send to win a new client.

The truth is that I don't know.

When I started using this system, every letter I sent won a new client.

As I expanded the system, I'd win a new client for every 4 letters I sent.

Now my hit rate is lower.

Is that discouraging?

Absolutely. The early wins are the things that we live for. The things we want to repeat.

And as I try to break into new markets. As I try to win bigger clients. I've got to work a lot harder to start working with them.

Does that mean that my system doesn't work?

No!

And remember, this is a lot like losing weight. The process eat less and move more has worked forever. And that doesn't stop their being 10,000 different weight loss companies selling their own version of eat less and move more.

The same is true with this system. You've got to eat less and move more for long enough to see results. You've got to keep sending letters and setting up meetings until you see results.

The reason why I called this post Want More Clients? Then Send More Letters! is that's the success mantra that I repeat to myself.

There are plenty of times when I wish it was easier. And then I remind myself of the Jim Rohn quote.

"Don't wish it was easier. Wish you were better."

I'm not going to wish I was better. I'm going to work to be better.

The simple reality is that if you do the work... for long enough, with enough volume... then you'll win your dream consulting clients. And break into the markets that you want to work in.

All it takes is commitment, resolve, and a letter.

If you've found this useful, then please leave a comment below.

If this can help someone you know, then please share it with them.

Until next time...

Carpe diem

Roland Eva

P.S. If you would more about the simple process that I use to win consulting clients on demand. Then you need to download your free copy of my book Consulting Clients On Demand.

To download your free copy now click the link below. 

http://rebrand.ly/ConsultingClientsOnDemand