Asking people for their business and having sales and enrollment conversations is often the least favorite part for most business owners and professionals in getting new clients or customers. I know that was true for me when I first started my coaching business. I discovered though through trial and error that when I made it about them instead of about me, and focused on the unique way I could really help people, the conversation felt more genuine and I had better results in getting people to sign up.
Attracting clients can be effortless when you focus on your strengths rather than trying to improve your areas of weakness. There might be something you are already doing that comes easily to you, something you might take for granted, but which could be the best way for you to connect with potential clients. If you spend more time doing that, rather than trying to do all the various marketing activities that are possible, over time you’ll achieve success.
Here are some ideas for growing your client base if you’re in the early stages of your business:
1. Get the Word Out
Who doesn’t know about you yet? Tell everyone you know about your new business. Let them know what you do and who you do it for. If you get in the habit of always telling everyone you know what you are up to and asking for their help in growing your business, that may be enough to bring you all the clients you need. Ask for their support and ask for referrals. Keep them updated regularly. And – remember to always ask what you can do for them.
2. Focus on Benefits
Focus on the benefits of what you do, not on the way you do it or the process you use. One mistake professionals often make is talking about HOW they work with people. Most people are interested in what’s in it for them, not how you do your work. People want to hear what outcomes or results they might expect from working with you, not how you are going to get them that result. For example, an accountant might say that the benefit of their work with clients is ‘peace of mind’, rather than saying ‘we’ll have your monthly statements ready on time’. Hear the difference?
3. Develop a Powerful Self-Introduction
Many self-employed professionals lack the confidence and the clarity to declare succinctly who they are, what they do, and who they do it for. It often takes time to find the exact words that will have an impact. Having a clear self-introduction implies that you have made some choices about who your ideal clients are and what your strengths are in working with them. A simple formula for your self-introduction is to say who you work with, what their key challenge is, how you can help them solve that problem, and what the long-term effect of your solution would be for them.
4. Be Very Interested in Your Potential Clients
Don’t try to ‘sell’ your services. That’s too painful! Instead, engage in conversation with people and be REALLY interested in them – genuinely, of course. Stop trying to persuade people to buy, and instead, find a way to be in relationship with each person you speak with. Don’t use a canned sales talk; have a REAL conversation that reaches into the heart of what this potential client really wants to talk about.
5. Network Like Crazy
Every encounter you have is a chance to expand your network. In order to attract more clients, you’ll need to expand your circle of influence. You have to get the word out to everyone you know, then count on them to get the word out to everyone they know. And voila – thanks to the theory of six degrees of separation, hundreds, or even thousands of people will know who you are and what you do. You can network through groups or associations, or even by volunteering. Your local paper will have a listing of events you can choose from in the weekly business section.
Make attracting clients fun. Make it a game. Challenge yourself to approach more people and strike up a conversation. Reframe ‘selling’ to ‘forming new relationships’ and you’ll be well on your way to having a steady stream of new prospects calling you.
There is no one right or best way to attract clients. Get your message out to as many people as possible. The more people who know about you, the more likely you will be to attract all the clients you can handle.
Free Teleseminar April 18 – “Four Simple Secrets to Attract, Sell and Enroll More Ideal Clients into Your Business” with Jan Marie Dore and Wendy Burge
If having sales conversations and asking people for their business is your least favorite part of getting new clients or customers – join us for this free sales training call.
In this value packed free training teleseminar you’ll learn:
* How to get really clear on the way you uniquely add value to people’s lives so you can EASILY ATTRACT MORE CLIENTS who want to work with you.
* Ways to gain clarity around your CORE OFFER and WHO really needs and will pay for what you offer
* How to engage in more AUTHENTIC SALES CONVERSATIONS to enroll more clients into your services, programs and products
* Tips on how to MANAGE the OBJECTIONS or typical concerns you hear when you ask people for their business
* Our PROVEN 4-STEP FORMULA to sign up more clients easily and authentically every time
If you’re struggling with knowing what to say to get more people to say YES! to working with you – you’ll leave this call feeling much more confident in having sales conversations!.
Find Out More and Sign Up Now for “4 Simple Secrets to Attract, Sell & Enroll More Ideal Clients” – Free Telesminar April 18.
I’d love to see you there!
~ Jan Marie