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Now you can also use Google to find B2B clients, but it's not going to be in a way that you've probably ever used it before. What you can do is find companies similar to your current clients and that's really one of the best ways to find b to b clients, is ask yourself, "Who are my profitable clients? Who are the clients I enjoy working with?" If you follow the 80/20 rule, that 80% of your business comes from 20% of your clients, you want to be looking for those 20%, who are the top 20% of you clients, and you want to search for organizations that are similar.
If you are starting out brand new and you don't have any clients yet, think of who you would like to have, what are the brands ... Make a list of ten companies that you would love to have as your client, and I'm going to find even more of them. This is the website of the particular client who I did the consultation for, she worked for this hospital in Canada which is Windsor Regional Hospital and they specialize in cancer care, and she had been laid off. I asked her before our session who she had worked for and who were some of her clients, and she said, "Well Windsor Regional is who I used to work for." I said, "That's a great starting place for us." She had no idea how to do what I'm going to show you, but it yielded a gold mine.
Up here is the same website and this is their URL up here in the browser tool bar. What you're going to do in Google is you're going to copy that website address, you're going to paste it in Google and in front of it you're going to type 'related:' and it's going to show you companies that are the most similar to that one. Let's do that right now.
We are going to go to Google and the first thing I'm going to do is I'm going to search for Windsor Regional Medical Center because I don't have their URL address memorized. Windsor Regional Hospital here it is. Okay, now you notice up here here's the entire web address, I don't need all this stuff after the .ca because that's Canada, so this would be like www.hospitalname.com, I don't need all this other stuff so I'm going to take that out. What I'm going to do is I'm going to copy this and I'm going to go back to Google and here's what I'm going to do: In the Google toolbar I'm going to type 'related:' no space, and then I'm pasting that web address in.
What's going to happen is Google is going to show us other healthcare institutes like Windsor Regional Medical. Here is Hotel-Dieu Grace it's a hospital in Canada, Royal Victoria Regional Health Center, London Health Centers, health sciences centers, Sunnybrook hospital.
I cannot tell you how thrilled my client was when she saw this list. There are fifty one different healthcare organizations basically hospitals that she can now approach. The first thing I told her was, "Okay you want to make a list, this sounds terrible but it's called a hit list. These are the companies who are potential clients, and the first thing you want to do is you want to go to twitter and LinkedIn and you want to connect with them."
Let's look at this one, Hotel-Dieu Grace. I'm going to go over here to twitter and in the twitter search bar I'm going to type in the name of the hospital and see what comes up. Okay, here's somebody saying thank you. Let's see, Hotel-Dieu Grace, let's see healthcare. What if I take this stuff off, see if we can get a twitter account for them. Okay, let's see, I'm not finding anything on twitter.
The next best thing is just to go to their website and usually they'll have a link to their twitter account. These are the exact steps that you're going to go through. Yep, see here it is, right up here they've got the social media icon, okay and it's HDGH Windsor, I would have never found that on twitter.
Here it is, I would start connecting with them and I would follow them. Here's the other thing, I cannot tell you how huge this tip is and it's the simplest thing in the world but it works, every single brand and organization on twitter and on any social media platform wants more engagement, no one wants to see tumbleweeds rolling across their twitter feed or their LinkedIn feed, they want to see that people are liking what they're doing, if they're asking for opinions they want to hear from you, so engage with them. You will get noticed, and there's no better way to start a relationship with a potential client than doing this. You want to follow them here on twitter, you want to connect with the people that you see tweeting here on LinkedIn. They will probably have a company page, you want to follow that as well on LinkedIn