Are you confident in your services, but lacking confidence when it comes to clients you can partner with who will appreciate what you bring to the table?
Today we are focusing on how to find top-tier clients. We want to help you design a strategy to find clients who value your high level operational skills. Many Director of Operations (DOOs) express concern over finding high level clients.
Join us for our upcoming two-day training on March 29 & 30th, that will help you get clear on exactly how to build your operations career.
Top Tier Strategy
This strategy will help you whether you are on the path to becoming a DOO or if you are already a service provider who wants to up-level who you are serving/how you are serving them.
Think of this as a funnel; as you start at the top there is lots of work to do, and as you work your way down there is more clarity. Each step will build upon the previous one.
Step 1: Who is Top-tier to You?
What does top-tier mean to you? This is individual, so don’t cheat by asking someone else. You need to define this. Think about what characteristics make up top tear:
- The industry?
- The amount of earnings a business has?
- The type of team a business has?
- A combination of those?
You may need to reverse engineer this if you have someone in mind. What qualifies them as top tier to you? Look for companies who already have infrastructure (teams and a solid signature product/service).
Make a list and answer this question: What are you looking for in a top tier client? Do you already have one in mind?
Step 2: You are Who You Hang Around
Now that you have this person defined, this exercise will help you multiply your list by finding the places that your person hangs around, and who they hang out with.
“This person has a circle of influence… who are they hanging with?”
Now, where do you find more of those people?
- Look at your person’s social media channel: do they post pictures of their masterminds or people they go on trips with?
- Speaking events
- Podcasts: who are their guests?
- Look at connections on Instagram & LinkedIn
- Look to see who leads their masterminds
What keywords describe this client? Gather this list and go to platforms like LinkedIn, podcast players, or YouTube. These are powerful search engines, and you will be surprised at the depth of results.
You can find so many more potential prospects by using the keyword method. What keywords are significant for this person? If it is an industry or job title that will be helpful.
What conferences do they attend or where have they spoken at? Go to the website and see who else has spoken at the conference.
“Every successful business owner has their circle of peers… where there is one there is more.”
Do this activity until you have at least 25 top-tier clients.
Step 3: What do you sell them?
Remember they are top tier, and they are looking for top tier.
“Get their attention and exude authority in your space.”
You need to show off your intellectual property. Define the deliverables you give with the service you are offering, and be very clear on any processes.
You want to be known for exceptional delivery. Define the process and make sure you can carry it out. Know what you are selling and position it with this client in mind, and make adjustments from your process working with lower level clients.
“Make sure your service is equivalent to a top tier buyer.”
Step 4: Articulate Yourself and Your Value
You are now ready to get in front of this client. Prepare yourself to be uncomfortable, but taking action will create clarity and clarity will give you that confidence.
Speak to them directly:
- Leverage any connections you have and ask for an introduction
- Connect genuinely with the person
- Articulate who you are and what you do
- Even if a particular prospect is not right for you, make yourself referable
Attending events is another way to fast track relationships. Do the work to be prepared to articulate your value once you get there.
Follow these steps for the next four weeks, and don’t forget to sign up for our Career Clarity masterclass on March 29th & 30th.
Weekly Ops Activity
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