I am extremely fortunate to have been surrounded by talented people. Today as I sit and evaluate the next steps I need to take in the growth of my business, I am looking for the next client case study.

I cannot stress enough how valuable the client case studies are for us… First, clients LOVE the attention. The client quotes are much more powerful for marketing than anything I could write.  I just need to blatantly ask for “juicy quotes.”

Second, third party endorsements are easy deal closers when you are presenting to clients. You can extol your virtues until you’re blue in the face, but hearing it from someone else makes a big difference.

Finally, people like to read about other people. It is interesting, engaging content, and I know people read it.

A couple of other things we do that I think make a difference:

1. We send the article to the client in a nice frame with a box of chocolates to say thank you.
2. We frame the articles and put them in our office.
3. We always give the client an option of including a flyer or promotional piece about their business in with our newsletter mailing, at absolutely no cost to the client. We print the flyer and mail it with our mailing.

Here are some other marketing tips that we have implemented or look forward to implementing in our business model. 

I’ve found this rule to be true. 7 touches (phone, visit, fax, email, letter, rescheduling) to an appointment. 25 touches to contract.  If I had to do it all over again I would go an hour early or stay an hour late after every job I did and walk into every business around it asking them how they are marketing their business. 

I’ve learned so much and have more to learn.  The biggest thing I want to hit, though, if you DO have the time, thoroughly plan your business, then GO FOR IT!

Justin Kaiser

photo credit: Erica_Marshall