There are basically three ways to get new business:
- Develop a demographic profile of people and/or businesses you’d like as clients and then develop marketing strategies and tactics to develop new client relationships from among those you’ve profiled
- Look to meet additional needs of your current clients
- Ask clients and friends for referrals
It’s generally easiest to generate additional business from current clients because they know you; they know how you do business and the value you bring to them. Chances are they haven’t given you more of their business because you haven’t asked them.
Take a look at your client list. Identify the needs you currently meet for them and then for each client, list out additional needs you and your firm could provide to them. This will give you a good starting point from which you can build your marketing efforts to generate additional business.
