Are you maximising your greatest asset?

Do you find it hard to start each new week with the energy required to go out and attract new clients to your business?

It’s tough, isn’t it? It can feel like a treadmill that you dare not jump off in case your income dries up.

As the weeks and months go by, there seems to be that constant pressure to find new clients to keep the flow of income through your business.

But did you know that a “new” client – a client or customer who has never experienced your services or products – is THE most expensive client you could have in your business?

Think about how much money you spend on adverts, leaflets, websites and business cards?

When you first start up, you have to spend some money to go out and find new clients – absolutely. But what I see too many people doing – coaches, consultants, therapists, personal trainers – is to keep spending this kind of money month in, month out.

Over a few years, it is easy to spend several thousands on leaflets, adverts, postcards, re-branding (oh, people love a good re-brand don’t they?!).

But did you know there is a far easier and more effective way of generating income rather than focusing on attracting new clients all the time?

What many home business owners forget is the all important database build and follow up. What you do with your clients and customers once they have booked a session with you, bought your product or attended your workshop is critical to your long term success.

These new clients could be the biggest asset your business will ever realise – if you just built a database and followed up.

And what about the people who enquire but never quite become paying clients? What happens to them? Do they sit on a spreadsheet or in an A4 lever file somewhere in your office?

Why keep spending money and large amounts of time attracting new clients every month when you probably have enough revenue potential from your database of past clients to last you several years!

Now in my fifth year of business, I am pretty confident that if I didn’t attract one single new person to my business for the next six months, my monthly income would not be affected in the slightest. And to be honest, I reckon it would even go up because it would help me focus even more on the principles of follow up.
Now there’s a challenge isn’t it?!!

So, what are you doing with your A4 lever files of ex-clients, your bookings diary or your spreadsheet of enquiries?

How can you create a database and an effective follow up system to boost your business and allow you to get off that treadmill?


About the Author: Karen Skidmore helps Coaches, Trainers, Virtual Assistants & self-employed professionals to work smarter and attract the right clients to their business. To subscribe to her free email newsletter and get access to practical advice and marketing ideas that will move your business forward, visit

Karen Skidmore
Karen Skidmore

Karen Skidmore helps small business owners work smarter and use the right marketing tools so they can attract more of the right clients to their business. Karen created the Web Tech Club to show you how to use tools such as email newsletters, blogs, Twitter, Facebook and LinkedIn. To subscribe to her free email newsletter and get access to practical advice and marketing ideas that will move your business forward, visit

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