| Three strategies to generate more business from the clients you already know.
Many image consultants spend so much time attracting new clients that they overlook one of their greatest growth opportunities: the clients they’ve already worked with.
These are people who know you, trust you, and have experienced your value. Yet too often, once an engagement ends, the business relationship ends as well.
Over the years, I’ve helped consultants use three strategies to keep clients engaged, deliver greater value, and generate additional revenue. I call it The Illustra Client Growth Framework™: Showcase, Expand, and Extend.
Strategy #1: Showcase Your Value
Don’t assume clients know everything you do.
Early in a relationship, educate clients about your full range of services. In my corporate consulting business, I do this right after my initial meeting with the buyer. Trust me, it works like a charm!
I once coached a senior executive who said his company was seeking someone to facilitate a workshop for high-potential leaders.
I immediately replied, “That’s exactly the kind of work I do!”
He introduced me to the CHRO, and before long I was scheduled to facilitate a four-hour workshop.
The opportunity was there all along. My client simply didn’t know I offered that service.
The takeaway: Make showcasing your expertise part of your client onboarding. You’re not being pushy. You’re helping clients understand the many ways you can support them.
Strategy #2: Expand Your Value
Create a premium service that your existing clients will love.
One of the fastest ways to generate additional revenue is through clients who already trust you.
Review your current offerings. What’s the natural next step for someone who has already worked with you? What additional challenge could you help them address? For example, I was helping clients with communication techniques, and then I added a high-value vault item called Presentation Skills Coaching, where I charge premium fees to help CEOs prepare for large presentations at conferences or company town halls.
I believe every consultant should offer at least one premium service that delivers exceptional value without requiring a proportional increase in time. I call this a margin amplifier—an offering that boosts your profitability while delivering meaningful results.
I try to introduce or refresh a service every year or so to reflect evolving client needs.
Then, shout it from the rooftops! Contact current and former clients, share what’s new, and invite them to learn more.
The takeaway: As your clients’ needs evolve, your services should too. Keep finding new ways to deliver greater value.
Strategy #3: Extend the Relationship
When clients are achieving great results, don’t wait until the engagement ends to discuss what’s next.
At about three-quarters of the way through a coaching engagement, I like to schedule a conversation to review progress.
Ask your client:
- What value have you received from our work together?
- What’s improved or changed?
- What challenges are you still facing?
Share your own observations, too.
Then, when you’ve identified additional opportunities to help, ask:
“As you look ahead, where do you see the greatest value in continuing our collaboration?”
It’s a natural conversation focused on their progress and future goals rather than on selling another program.
The takeaway: An engagement may be ending, but that doesn’t mean the relationship has to end. Keep looking for ways to help clients achieve their longer-term goals.
The Bottom Line
Growing your business doesn’t always mean finding more prospects. Sometimes your best opportunities are already on your contact list!
Showcase your value. Expand your value. Extend the relationship.
Here’s my challenge: Identify three current or former clients who could benefit from additional services you offer. Reach out to one of them this week. You might be surprised where that conversation leads!
Let’s Stay Connected!
I’d love to hear what you’re working on in your business right now.
What’s your biggest challenge in attracting clients, growing revenue, or taking your business to the next level? This helps me plan more newsletter content, webinars and group sessions.
Just hit reply to let me know. I’d enjoy hearing from you!
Here’s to your unlimited success,
Sarah Hathorn, AICI CIM
Illustra Business Coaching |
