4 Step Process For Getting Clients

4 Step Process For Getting Clients

4 Step Process To Get Clients

Some people make getting clients just look easy right? They post on LinkedIn or Facebook, get lots of clients, share how they are building their team, they post on social media looking all happy as they are buying flashy cars and new houses.?

It can make you wonder “what do they know that you don't?”.?

Well, today I am going to pull back the curtain and share with you the exact 4 step process you need to get clients into your accounting firm, and have predictable lead generation.?

This 4 step process is called The Money Map.?

Step one - BUILDING AN AUDIENCE?

First we have to focus on building an audience - we have to invite people who have never heard of you into your world. To do this you need to purposely get in front of your ideal clients and ask them to connect with you.?

You can build an audience on Instagram, Facebook, LinkedIn. You can use Joint Ventures with other businesses to get in front of your ideal clients and get them onto your database.?

There are a lot of options… but you need to choose one and get really good at it.?

For example, my primary audience-building platform was LinkedIn for a very long time. Then I leveraged my time and built my audience through Facebook Advertising and I now have over 20,000 accounting and bookkeeping firm owners in my email database…?

But what is key is that you MUST choose a platform and every day build your audience on that platform. You cannot rely on people stumbling across you. You have to go to them.?

STEP TWO - NURTURING YOUR AUDIENCE

The second step is nurturing your audience… Once you have a group of people in your world, you need to share your value and start to build a relationship and your credibility with them. You can nurture your audience through videos, written blog content, podcasts… etc.?

There are a ton of things you can do, it is about staying front of mind at all times so that when they need you, you are the firm they think of… And bear in mind that you shouldn’t hold back when it comes to nurturing your audience. People can get information for free everywhere, but they will pay handsomely for support with implementation. So focus on giving away as much info as you can, and then when they need your help with implementing they will come to your firm.?

STEP THREE - ADVANCING INTERESTED PEOPLE INTO A CALL?

The third step is about getting the “now buyers” to raise their hand and say they want your help. This step could be as simple as offering someone the opportunity to book a call with you, or it could be inviting them to a webinar and then booking calls from the webinar. The purpose of the “advancing”? step is to get your ideal prospect to book a call in the diary with your firm. It’s about making sure you are not missing out on immediate opportunities with people.?

STEP FOUR - SALES

And then the fourth step is about making the sale. And to do this we need to have sales calls.? In our Momentum programme we teach a 3 step sales process, but all you need to know for now is that without having sales calls in the diary every week, you will not get clients.?

Once someone has bought from you you can then onboard your new client. However, sometimes people don’t buy.?

And then we go back to step two again? - nurturing your audience.?

Sometimes people don't buy from you because the time isn’t right for them, or maybe they have yet to really see your value.?

But that's ok, because as long as you continue to nurture your audience you can build that relationship and advance them into another call when the time is right for them.?

Here is an example of a simple money map:?

  • Building your audience on LinkedIn by 20 people every day
  • Posting content around their pains at least 5 days a week (1 video, 1 blog, 3 engagement posts)?
  • Advancing them into a webinar where the call to action at the end of a webinar is getting them on a call
  • Having a sales conversation after the webinar
  • And they buy?

It’s not complicated, but it does need properly mapping out and making sure that you are building an audience, nurturing the audience, advancing the audience, and selling to your audience.?

By putting these 4 steps together you will have a predictable lead flow.??

We have a proven process that we share with our clients, if you would like to find out more about deploying the money map in your firm then book a SCALE session with our team today www.oompf.global/gamplan?


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