When leads slow down, most businesses turn to their marketing team to generate leads to fix the problem.
But there’s often another path to revenue hiding in plain sight: your existing clients.
One of the best ways to start the conversation is with a proactive check-in.
This isn’t about a hard sell – it’s about being a proactive, trusted advisor and making it easy for your clients to say yes to more of what they already value.
It’s a helpful, non-pushy way to start a valuable conversation.
Here’s how to put this into action in four steps:
1. Identify your top 10 opportunities
Review your existing client list and identify the first 10 to reach out to.
Look at what services they’re using now, and where you might be able to offer more support.
Don’t over think this – just choose 10 and put them on your outreach list.
2. Draft a value-first email
Start by drafting an email template you’ll use for outreach.
Although you might be tempted to focus this around what you’re offering, it’s important to make it about them, not you.
Focus on improvement opportunities for their business, not sales pitches.
Use clear, concise language that invites a conversation. The AIDA framework is great to use as a framework for your message.
Here’s an example of what we use:
“Hi [Name],
As part of our team’s continued effort to provide great service to our clients, this month we’ve has been reviewing client websites to identify opportunities for growth.
I’d love to have a call with you to discuss our findings for your website.
If you’re open to it, feel free to book a quick call with me here: [calendar link].”
3. Create a follow-up sequence
Don’t stop at just one email.
If you’re truly delivering value, then they will thank you for the follow up if they were too busy to respond to the first message.
Here’s a simple 3-email follow up sequence:
Email 1: Value + Invite: As shown above, share that you’ve reviewed their account, found opportunities, and would love to share your findings with them.
Email 2: Follow-up + Insight: A few days later, follow up with a short note and share something helpful, like a relevant article or blog. For example:
“Hi [Name],
Here’s a short guide we recently published on how adding trust signals on landing pages increases conversions that I think you’ll find useful: [link].”
Email 3: Final Touchpoint: Keep it brief, polite, and leave the door open without being needy.
“Hi [Name],
As I haven’t heard back from you about [the opportunity], I’ll assume this is not a priority right now.
I appreciate your time, so I’ll leave it with you and please let me know if there’s anything I can be of assistance with in the future.
[Optionally include clear link to book a call]”
4. Prepare for the call
When the call is booked, come prepared with your insights so you’re delivering value on the call.
Have a list of tailored suggestions and possible service improvements. For example, we would prepare things like website conversion tweaks, landing page updates and SEO opportunities.
Action Steps
Here’s how to put this into action and start generating some conversations:
- Review your client list and identify 10 opportunities
- Draft the outreach email and send it to your list
- Review your response rate and send your follow ups
These could be the most valuable conversations you have this month and it only takes a few minutes to get started.
