5 Strategies To Get New Clients In An Economic Downturn

In times of economic downturn, businesses pull back on “nice-to-have” investments.

But they continue to buy the “must-haves”.

So how can consultants and coaches become “must-haves’?

Here are 5 strategies to position your services as essential.

1. Focus on ROI.

Before they invest time and money in your services, clients need to see what they’re going to get when you help solve their problem.

This might be cost savings, increased revenue, improved productivity or other key performance indicators.

Figure out which it is and be sure your value proposition reflects it.

2. Adapt to changing needs.

Clients’ needs change during a downturn. Understand these changes and modify your services accordingly.

This might mean offering new services, tailoring your existing services or even partnering with other businesses to offer a bigger solution.

3. Solve a seriously painful problem.

To make your service “must have NOW” it needs to address a big, unique problem that the economic downturn is making worse.

Figure out how to show them that not solving the problem is going to cost them more than paying you to help them solve it.

This also applies to opportunities.

4. Showcase your problem-solving skills.

Consultants are mostly problem-solvers. In a downturn, clients face unique challenges and they’re actively looking for solutions.

Present your services as problem-solving tools rather than just service offerings.

5. Provide strategic insights.

As a consultant, you often have a broader view of the market and industry trends than your clients.

Use this info to help them navigate the downturn more effectively. This not only positions you as a valuable resource but also helps clients make more informed decisions.

What steps can you take today to become a “must-have”?

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If you’re a solo consultant looking for the best ways to get new clients, I have ideas.

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