Whether you are managing your own business, or thinking about starting a business, deep down you probably have talents that help others. In a perfect world, you’d spend most of your time doing the work you love, with a steady flow of clients. Realistically the process of finding new clients can be a time consuming challenge.
Some perspective entrepreneurs are so scared by the idea of finding clients that they never put their dreams into action. Others begin promising businesses, but are faced with a lack of clients.
But it doesn’t need to be this way. You can reverse the sales process. Imagine a situation where instead of having to chase new business, qualified buyers are seeking out you. You can put your marketing efforts on cruise control so the right jobs turn up when you need them. Imagine being able to pick what projects you want to work on and having the guts to turn down work that doesn’t meet your standards.
1. Take a minute to think about your possible clients. What are their concerns? What problems are they dealing with right now? What are their wishes? Be willing to think about what is most important to them.
2. The next step is to line up what you have to offer with their most important concerns. How can you assist your target clients even before they become a client of yours?
3. It’s important to stress that you already have talent, knowledge and expertise that is valuable to your prospective clients. The trouble is most of us underestimate the value of our knowledge to our prospective clients. This could be the difference of working with you or the next person.
4. Place a message or short ad in a place where your target clients congregate. Demonstrate your knowledge in this field. Like a magnet this will attract clients - something that provokes prospective clients to raise their hands and say, ‘I’m interested!’ is what you want. By requesting your information, responders indicate that they are interested in this topic. There may be some potential clients within the group.
