This document discusses how to use your current client list as a secret lead generation weapon. It recommends creating a defined target market based on your best existing clients' demographics. It also suggests using case studies, testimonials, and referrals from past clients to grab prospects' attention and show social proof. Additionally, it advises interviewing current clients to understand their common problems, priorities, and motivations for buying in order to better qualify prospects. Following these three steps can turn your client list into a valuable resource for generating new leads and sales.

2. How to Use Your Current Client List as
Your Secret Lead-Gen Weapon

3. How can you gain an edge in the competition in
the battle for new, good prospects?
What do you have that your competitors don’t?

4. What if you had a tool you could use…

5. ...as a road map to your best prospects

6. ...as bait to grab your prospects’ attention

7. ...and as an endless resource for insights
into your prospects’ mindset

8. Your current client list.
Use these 3 ways to turn your current client list
into more leads and sales...
So what’s your secret weapon?

9. 1. Create a Map to Your Best Prospects

10. Which prospects make up your target market?

11. If you answered “everyone” or “it depends,” you may be
wasting your valuable time pursuing low-value leads.

12. Some prospects are worth more to you than others.
When you focus your biz-dev strategy on those high-value
prospects, your chances for sales success increase.
To create a defined target market, start with prospects you
already know have a high likelihood of buying from you…
TARGET MARKETS 101

13. ...prospects who look like your best customers.

14. What do your existing customers look like?

15. Are they small, medium, or large businesses?

16. ...what industries do they represent?

17. Do they own or lease their space?

18. Do they occupy high-rise offices, industrial
space, or work from home?

19. Whatever your answers are, create a target market
full of firms that fit the bill.
You’ll instantly eliminate prospects less likely to
buy from you, and increase your efficiency and
success rate in the process.

20. BWise User Tip:
From a client profile in BWise, click “Find Like”
to pull up a list of similar companies!

21. Remember: not all client relationships are equally rewarding.
Some customers may be more trouble than they’re worth.
Others with a respected brand may give you instant credibility.
Base your target market on your ideal client relationships.
Wise Guys Tip

22. 2. Grab Your Prospects’ Attention

23. When prospects face a buying
decision, they seek “social proof.”
FACT

24. Social Proof: You’re more likely to do something if
you believe you’re not the only one doing it, and if
you hear from other people that it actually works.
Your current client list is an excellent source of
social proof. For example, you can attract and
entice new prospects with...

25. Case studies...

26. Testimonials...

27. Referrals...

28. You can also use your current client list to
pique your prospects’ curiosity and appeal
to their sense of urgency...

29. The “Boomerang” Message
“Hi [prospect’s first name]. This is [your name]. I’m
calling regarding [competitor company who is your
client]. Once again, this is [your name]. My phone
number is [phone number]. Again, that’s [phone
number]. I look forward to speaking with you.”

30. Your prospects are interested in what other
companies like theirs are doing.
Use your past client successes to grab your
prospect’s attention and show how you can help
address their priorities.
Wise Guys Tip

31. 3. Get Inside Your Prospects’ Mind

32. What your prospects look like is one thing...

33. What they want and need is another.

34. To discover your prospects’ common problems,
priorities, and motivation for buying…
...ask a group of people who used to be your
prospects: your current clients.

35. 1. Name three problems or challenges you faced that we’ve helped you
address.
2. How long were you actively looking for a solution?
3. As you considered investing, what was appealing to you about our product or
service?
4. With plenty of other options available to you, why did you choose to invest
with us rather than our competitors?
5. Was there one thing or moment that made you decide to invest?
6. Is there anything about our sales approach that you didn’t like?
7. Any surprises about the experience?
7 Questions for Your Current Clients

36. Your current clients can provide a wealth of
valuable insights into your prospects’ mindset.
Among other things, those insights can help you
refine your target market, and prepare you to help
identify and solve your prospects’ problems.
Wise Guys Tip

37. What’s the one list your competitors don’t have? Your list of current
clients—former prospects who decided to buy from you. Follow these 3
steps to turn your client list into your secret weapon for lead generation:
WRAP-UP
Use your clients’ demographics to create a defined target
market full of good prospects
Use your past client successes to grab your prospects’
attention and show them how you can help them
Discover why your clients decided to buy from you so you
can better qualify prospects and turn them into clients

38. How to Use Your Current Client List as
Your Secret Lead-Gen Weapon

40. © Business Wise Inc. 2015
{Photo Credits}
Flickr: asenat29, Serge Kij, Sandra Schleter, Michael Saechang
Other: Gallery Hip, umsystem.edu
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