Build your client base with Business Owners
Whether you’re working with a business owner, whether you’re advising a business owner, or whether the business owner is providing you with some type of a service, you know them, they’re out there and they need your services.
Today’s environment is breeding more and more businesses as a result of the thousands of people getting laid off. Many are turning to owning their own businesses versus working for someone else. Business owners face many challenges; one of the most critical issues is financial.
* How will they make payroll?
* Will they generate enough income to pay their expenses?
* What if something happens to me, how will my business continue?
Just to name a few.
Wouldn’t it be great to share your knowledge and provide solutions to their challenges?
It can be intimidating but with the proper guidance from a mentor and armed with the best solutions, anything is possible.
Business Owners – How do you find them?
Wherever you go and whoever you see there are business owners among them. If you pick up today’s Wall Street Journal, they’re beginning to talk about people wanting to get out of corporate America because of what’s going on and becoming entrepreneurs.
Make a List
Make up a list of everybody you know who owns a business, then everybody who is your client, and everybody who is your prospect and ask them a simple question about who they know that owns a business.
Break your list down into several classifications and categories. First list your present clients – and who they are. A lot of times we’re always looking for the Holy Grail. We’re always looking for that perfect prospect when that perfect prospect may lie right under our very noses.
Under our very noses everybody has what they call acres of diamonds, if you have never read that book, it’s a terrific book. What it says is we often look outside for the answer when the answer is lying right where we are. Start with who you know that has business owners as clients. But I would first start with my own.
Example: The tennis club where I play I met a guy who is actually working inside and he’s probably going to come into our business. Right now he is prospecting all of the members of the club and he is finding people that own businesses, and are high net worth people. As I mentioned before, wherever you go and whoever you see there are business owners among them.
Referral Process
Everybody should have some kind of referral process that they are currently using and it could be anything as long 
as it works it. One of the things I like to do is talk to people about who they are currently doing business with, and who the business owners are. There are a lot of people out there.
One of the key questions to think about is:
“Who are the clients you have now, who among those are business owners?” Some of them have formed strategic alliances – a great opportunity to get referrals.
Example: I went back and I recommended to one of my mentees to get the one card system which helps identify who your clients are now. If you’ve been in the business for a while, list your clients, and what they do, and where they came from.
When I did mine, 95% of my best clients are business owners. And then I said well ok, where did they come from? I knew where they were coming from but this just really validated everything.
The key is to START a process that will help you grow your business and locate your ideal client. I will continue to share additional steps that will assist you with attracting the business owner client. If you need assistance and would like to join my mentorship program, learn more…
August 26, 2009
Tags: business owners, clients, financial planning, Mentorship, money, referral process, referrals Posted in: Mentorship
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