The worst number

Dear Voornaam,

ONE is the worst number in business development.Â

Yet every business owner, attorney, and professional is obsessed with it.Â

Everybody wants that ONE great client that they can live off. To get that client, most people call me looking for the ONE way to boost their revenue or the ONE thing they should be doing to get more clients. Â

Then they want to know why their client acquisition tactics don't work when they only apply them ONE time.

The number ONE is disastrous for you. Here are three reasons why:

First Reason:Â Â If you only have ONE major client, you are doomed.

Imagine you had ONE big client who delivered 80% of your revenue. Life would be great, right?

Only ONE person calling on the phone each week/day/hour. Â

Only ONE set of problems to address. Â

Only ONE personality to adjust to handling.

And if that client is big, I mean really big, that could be all you ever need.Â

Right?

I got a call from a guy in precisely that situation. He had a great big business client. The company had been a client for 20 years. It made his family comfortable. It made him comfortable. He was so comfortable that he had not thought about business development (forming new relationships) in 18 years.Â

The client was an automotive company.Â

Once they filed for bankruptcy protection, they could no longer pay him.

Apply this scenario to your business. You are in trouble if you have one client who makes up more than 20% of your business.  Â

Second Reason:Â Â If you only have ONE way of acquiring clients, you are doomed.

Have you ever visited a business website and seen the fantastic content they create and share?Â

They post videos; they have experts write articles; they do webinars…

It's all great stuff.

The reason they do this is to attract people who are searching for their services. They create unique content and post it often. And Google loves it.

Today.

What happens when the algorithm changes? Â

What happens when a big competitor spends massive money advertising to the same target audience? Â

All that great content gets pushed down in search results.Â

They may get some clients as a result of their content strategy. They may boost their credibility when people visit their website and read their fantastic articles. But at any given time, they are vulnerable to the threat of a larger competitor destroying their marketing influence in one shot.

You need a minimum of 20 - yes, 20 - different ways to attract clients to your firm. These should employ as many forms of media as possible. Â

This means 2-5 tactics on the Internet, 2-5 networking strategies, 2-5 speaking engagement sourcing techniques, 2-5 trade magazines to which you submit articles each month, 2-5 ways to attract new referral sources, 2-5 groups of people you mail to, and so on.Â

The more ways you have of building a client base, the faster you will grow and the more secure you will be in your growth.   Â

Third Reason:Â Â If you only apply your client acquisition tactics ONE time, you are doomed.

If you do any of this stuff ONE time, it will not work. I have clients who got an article placed in a trade magazine once, and they wonder why they don't have thousands of new people lined up to work with them. Â

The same applies to a speaking engagement. A client told me last week that he only got five new clients from his previous speaking gig...and he was upset.Â

Business development is like sex. If you only do it once, you will not be happy.

Give every business development tactic at least three opportunities to succeed. Three times. If it doesn't work, move on.

As you can imagine, most people will ignore the advice contained in this message. Â

The one person who takes action based upon it will beat their competitors' brains out.Â

Will you be that one?

I'll speak with you next week. If you need anything between now and then, please give me a call at (786) 436-1986

Warm regards,

Dave Lorenzo

The Godfather of Growth

(786) 436-1986

P.S. A couple of weeks ago, I opened the books and began accepting twelve (12) people onto my private client roster. As of this morning, I have five (5) spots left.

I know you hate the word, sales. Substitute business development if you like.Â

Here's how my 2023 business development sprint works:

Why does this work?Â

Three reasons:

I'm only accepting twelve (12) people for this opportunity. The investment is $850 per month. When those twelve spots are gone, that's it.

For more info, click the link below:

https://davelorenzo.com/sprint

P.P.S. You are receiving this email because we have a relationship, and I'd like to stay in touch. If you no longer want to receive these emails, call me at (786) 436-1986.

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