1. Start tracking your outreach
If you’re planning on reaching out to new potential clients as expeditiously as possible, begin your campaign by developing a tracking system to make follow-up easy. Start by creating a spreadsheet to maintain all the information on your potential clients.
As you make a list of people to contact, other names are likely to occur to you. Keeping all the information about them in one place—including contact info, all your notes about your contacts and attempted contacts, and their responses—lets you understand the status of your relationship at a glance.
Many people who use this system discover that they can expect to land one meeting with a prospective client for every ten people they contact. That means that if you plan on contacting a minimum of ten potential clients per day, you can expect to land one actual meeting (and, hopefully, one actual client).
If your numbers fall below this 10% figure, take a look at what you’re doing to see if you’re communicating clearly. If you net more than 10%, you’re doing great and should keep on doing whatever you’re doing. Because you can track your successes, you can make adjustments on the fly to speed up the process even further.
Determining your market niche helps you strategize smartly about who to approach as prospective clients. By highlighting very specific services—such as helping new businesses get off the ground or working with businesses of, say, $3 million in revenue to help them expand—you can target prospective clients most effectively.