The document provides a 3-step process for finding new customers in a leveraged way. Step 1 is to create a top 5 list of existing clients who can buy from you multiple times and understand their needs. Step 2 is to deliver more than what is asked for to amaze customers. Step 3 is to nicely ask existing satisfied customers for referrals to their contacts like other business leaders and influencers. It also recommends engaging on LinkedIn to find new potential customers.

1. CraigRispinCSP

6. 1. Cash Flow
(code for revenue-expenses)

7. 2. Customers
(code for revenue-expenses)

8. 3. Marketing
(code for revenue-expenses)

9. How to Find New
Customers the
Leveraged Way

10. This Is Just One Way,
Not the Only Way, and
You Should Run Many
Other Ways Too

12. Today’s
Customers
Tomorrow’s
Customers
Next New
Customers

13. HHF
MHF
LHF
JAM
Soil
HHF
MHF
LHF
JAM
Soil

14. Step 1:
Top 5 List

15. List 5 Clients That
Can Easily Buy From
You Multiple Times

16. What do they do? How do they like to be sold? What can you do to stand out? Where do they hang out? What do they read? Who do they trust and know?
TARGET TARGET
For at least 3 target groups of people answer the 6 key questions listed.This exercise
helps you to see how much you know about your target market.

17. 38© David Penglase
Identify a series of problems that your expertise fixes,then scope up what causes those problems.
Finally,create solutions that address these.
VALUE PROPOSITION Howdoes whatyou do change thecondition forothers?
©

24. Step 2:
Be Amazing

25. Be Amazing:
Deliver More Than Asked For

26. Step 3:
Ask Nicely for a Referral

27. Movers & Shakers
Experts Who Speak
Thought Leaders
Business Leaders
National Speakers Assoc.
Influential Executives
Master Networkers

30. Log Into Linked.com
Now Go To:
touch.www.linkedin.com

32. https://
www.linkedin.com/recs/
give?memberId=13725