If you run a consulting business of any kind, one of the hardest parts will be to keep a steady stream of customers coming in over a predictable period of time. You will want a way to keep your customers with you for the long haul, because it’s very expensive to get them the first time. Read on to find out how you can use a sales letter to bring the clients in with less work on your end.
Sales letters have been used by the direct mail industry for many years. These letters are written in such a way that it creates a selling message using conversational language that evokes as many of the reader’s senses as possible. You can do this to sell your consulting services as well. Depending upon your business, you may need to use more or less technical jargon and your letter may need to be more formal than a sales letter that is pitching a slicer and dicer.
Once you have created your letter, you should use it to keep in touch with your current clients. This is a free place to get more business. They already like doing business with you and just need to be reminded that you are still around. Customers are busy. They don’t just sit around all day thinking about your business (although most of us secretly hope they do). Therefor you need to remind them that you are still out there trying to make their situation better through consulting. You can create a reminder letter to ask the current customers if they ran into any new problems.
You will also want to build a business around getting new clients through targeted list brokers that sell names of people in your industry. Just make sure you will be able to handle the new amount of traffic to your business. You can test the success of your letter by sending it out in batches timed a few weeks apart.
The most important thing that you can do with your sales letter is to create a call to action and time in which to do it. You want to make the customer feel compelled to pick up the phone. If you just send a letter that tells them to call you someday, that someday will never come. Instead, offer a free 1 hour consultation if they respond by the end of the month. This will give them valuable information, and you will get to see inside their business and give them all kinds of project that you can charge them for.