How to grow your client base
Finding new clients can be a challenge for any organisation and finding the right type of clients can be even more daunting for business owners. Read on to learn how four different businesses were able to grow their client base in a short period of time.
Case study 1 - Consulting firm
A national consulting firm was struggling to achieve penetration into certain key target markets. Best Practice Consulting has worked with them intensively to:
- Narrow the number of services from over 10 service lines down to 4 core offerings
- Map ideal users against each of the core offerings
- Interviewed staff and clients to define the points of difference in the market place
- Develop educational brochures for each core offering
- Developed an action plan to improve lead generation
- Coached and mentored staff in improving sales conversion
Result:
"With Andrew's help we have tripled last year's total revenue in only nine months."
Case study 2 - Dental Practice
An inner city dental client was specifically worried about the need to attract more of the right type of patients. After an initial meeting - Best Practice Consulting began working on:
- Defining the ideal target patient groups and aligning these with existing services
- Creating a one page marketing action plan
- Developing advertising and communication material for use by the practice
- Creating strong customer service processes, and
- Delivering staff training to improve knowledge, skills and focus of the staff
The principal was astounded by the results achieved within the first eight months.
Result:
"Best Practice Consulting vastly improved the standard of customer service for our practice and the focus of the staff. We achieved revenue that was $400,000 better than expected at the end of the financial year". Dental Practice NSW
Case study 3 - Manufacturing client
Best Practice Consulting conducted an analysis of the client segments. This was followed by specific targeted communication material being sent out and a series of education-based seminars being held that were pitched at potential end-users of the products. This process saw a
growth in new business from 1-2 new clients per month to 15-20 per month.
Case study 4 - Specialist Medical Practitioner
Best Practice Consulting again developed specific targeted communication pieces that were used in conjunction with a number of other strategies designed strengthen relationships and reward referrers.
After seven months, referrals to the business had increased by 80%.
The use of effective and proven strategies has made a world of difference to these businesses.