Turning Leads into Clients

Be in it for the long haul. Sometimes it takes years to turn a lead into a client. It's important to have a long-term perspective and not get discouraged when it takes a while. Stay on top of your leads and keep them up to date with what you're working on, and keep learning about them and their business.

Ask a lot of questions. Opportunities don't just fall in your lap, you have to identify them. Know how you can help people and ask them questions about how they are solving problems and growing today. Offer your advice and share what you've learned from working with other clients.

Demonstrate your capabilities. Find ways to share what you're doing with your potential clients in a way that doesn't feel like a pitch. Shjow them what is possible when they work with you.

Understand their business and speak their language. Just like your business has metrics that matter, so do theirs. Learn about their business and their challenges, and ask them about performance and the most important metrics that drive their success.

Introduce them to your network. While they may not have a problem you solve today, if you introduce them to someone that can help them with a current problem, they'll be more likely to look to you when they have a problem you can solve in the future.

Stay top of mind. When the opportunity arises, you want them to remember that you're the team that solves it. Consistent communication over time will get you there.