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1. Agree what your ideal new client looks like. Define the traits and the profile of your most profitable clients - and then plan how to recruit more who 'look' like them.
   
   
2. Prioritise potential prospects who have been in contact before, and who expressed an interest, but didn’t convert.

   
   Also focus where you can, on previous clients, a percentage of whom may be keen to work with you again.
   
   

3. Then plan your approach (method, media and message) to each segment of potential new customers.