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Do you need new clients or new solutions?


Hey there! It’s Peter Winick. I’m the Founder and CEO at Thought Leadership Leverage.

And today, I wanted to share a thought, an idea with you and get your thoughts and reactions. And it’s really comes from observations I’ve had over the last several months talking to clients, colleagues, friends, etc. And that’s this. Most authors, most thought leaders, most speakers, most small consultancies are constantly focusing their energy on net new client acquisition, on acquiring new logos if you will. And then, when you get those new clients you sell them the same stuff that you typically do right. So putting a lot of effort in acquiring new clients, doing more of what you typically do.

And I think in many instances that’s actually backwards. And it’s actually not effective.

And there’s actually a better and easier path to follow. And that’s not focusing so much energy on acquiring new logos, new clients, but thinking about how you can offer more services, more solutions, more products to the existing clients that you have.

And instead of putting all that marketing effort into the net new client acquisition, think about, hey here’s a base of folks that love our work that know what we do, that has been working with us diligently for years and years and years. What else can we do to serve them? What other offerings do we have at a different price point to a different population in the organizations that we typically touch? What is one sort of concentric circle away from our core that we have the trust, we have the equity, we have those relationships? That those clients that already know us and love us and have a rapport a relationship with us would be delighted to buy from us.

So anyway, think about flipping that a little bit. And what are the other products offerings and solutions that you could develop, create, and then deploy to the existing client base instead of spending as much effort in the acquisition of net new clients? Love your thoughts and reactions. As always, thank you.

Peter Winick has deep expertise in helping those with deep expertise. He is the CEO of Thought Leadership Leverage. Visit Peter on Twitter!

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