The document discusses strategies for technology consulting firms to attract new clients, including identifying their target client demographic and services, establishing effective marketing channels, tracking and qualifying leads, analyzing client needs, presenting solutions, submitting compelling proposals, and following up on leads. The strategies are presented by a company called TinyFrogTech.

1. Conjure Up
Good Clients And
Elude Evil Ones
@TinyFrogTech tinyfrog.com
How To…

2. Identifying your
sweet spot
@TinyFrogTech tinyfrog.com
Conjuring Toad-ally Awesome Clients

3. @TinyFrogTech tinyfrog.com
● Geographic
● Types/sizes of organization
● Types of personalities
● Services
● RFP’s
Identifying Your Sweet Spot

4. @TinyFrogTech tinyfrog.com
Establish effective
lead channels
Opening Lead Portals

5. @TinyFrogTech tinyfrog.com
● Content Marketing: PR, Blog, Videos, Social Media
● Directory and review sites
● Organic and Paid Search
● Networking and Power Partners
● Client Referrals
● Live Chat
● Email Marketing
Effective Lead Channels

6. @TinyFrogTech tinyfrog.com
Tracking Leads
Casting the trace Spell

7. @TinyFrogTech tinyfrog.com
● Focus on conversions
● Using analytics
● Eliminate ineffective channels
● Put more resource towards effective channels
● Give each channel an opportunity to mature
Tracking Leads

8. @TinyFrogTech tinyfrog.com
Divination: Divining Clients’ Needs
Needs Analysis

9. @TinyFrogTech tinyfrog.com
● Qualifying
● Get client buy in
● Bring right team members in
● Focus on pain points
● Specifications of project –Ask clarifying questions
● Get all DM’s to agree to be in presentation – next step
Needs Analysis

10. @TinyFrogTech tinyfrog.com
Once upon a time…
Presentation Deck

11. @TinyFrogTech tinyfrog.com
● Never send without a review
● Try to get face-to-face
● Review client’s needs
● Review Your Process on a High Level
● Hot Buttons
● Emphasize differentiators
● Close
Presentation Deck

12. @TinyFrogTech tinyfrog.com
Compelling Proposal
Sales Proposal

13. @TinyFrogTech tinyfrog.com
● Case studies
● Reviews
● Portfolio samples
● Installment plans
Sales Proposal

14. @TinyFrogTech tinyfrog.com
Scrolls & Quills
Follow Up Strategy

15. @TinyFrogTech tinyfrog.com
● Speed in response
● CRM
● Timed follow up
● Incremental value-adds based on needs
● Email marketing
● Existing client follow up
Follow Up

16. @TinyFrogTech tinyfrog.com
Start the Inquisition
Questions