| 4 Tips for Overcoming Fear and Attracting Clients | | | | right questions in your initial interview with a |
| You Love | | | | prospect to determine if they are a fit for you |
| When money feels scarce, our first instinct is to | | | | and your services. |
| panic and take new business wherever, and | | | | Hold Strong In How You Provide Your Services. |
| however, we can get it. When we do this, it | | | | Service businesses are built upon personal |
| causes us not only to compromise our integrity, | | | | reputations so it's important that you safeguard |
| but we also end up compromising how we deliver | | | | that reputation at all times - even if it costs you a |
| our services to the clients. | | | | new client. When you compromise in this area, it |
| How many times have each one of us said | | | | always comes back to bite you. |
| something like this: | | | | Last year, we were to begin working with a new |
| "I have to take this new client. How do I know | | | | client who insisted on using an online accounting |
| when - or if - someone else will come along? I | | | | software program that does not have the proper |
| need the money!" | | | | accounting controls. I explained my position on the |
| ...And how many times has that client turned out | | | | program to this prospect and told him that if he |
| to be the devil incarnate?---All because we allowed | | | | insisted on using it, we would be happy to refer |
| our fear of not having enough money to be the | | | | him to another service. |
| dominant force in determining whether or not we | | | | The monthly revenue from this account was |
| should enter into that particular working | | | | quite generous, and had I allowed my fear of not |
| relationship. | | | | receiving the money (which I wanted) dictate my |
| Fear can be a good thing as long as we don't | | | | decision to work with this client, I would have set |
| allow it to paralyze us. Courage is being able to | | | | myself up for a lot of headaches. |
| look fear dead in the eye and move forward | | | | The prospect did end up working with my firm. |
| anyway. When you are in alignment with yourself | | | | Do you know why? Because I held strong and |
| and how you do business, business will always find | | | | was clear about the best way to service my |
| you. You literally become a magnet. | | | | clients and my business. My client told me that |
| Here are a few tips on how you can stay in | | | | this came across very clearly and gave him the |
| alignment and attract the business that is right for | | | | confidence that I would hold the best interests of |
| you: | | | | his business at the center of our working |
| Identify a Market Segment You Enjoy Servicing. | | | | relationship. |
| In every business there are always one or two | | | | Think about payroll companies. They have a |
| types of businesses that you enjoy working with. | | | | specific way in which they do business. They don't |
| Identify who they are and then search for the | | | | change their process for each new client but |
| faucet that will bring you new business. | | | | rather let the new client choose the option that |
| Just last month one of my mastermind members | | | | works best for them. You can do the same thing. |
| was in a panic at having lost 3 clients. Together, | | | | Visualize a Happy Outcome. If you can see |
| we brainstormed and identified the type of | | | | yourself signing two new clients, you will begin |
| industry she enjoys working with and the most | | | | working with two new clients. It is a proven fact |
| productive (and easiest) way to find a lot of | | | | that our focus becomes our reality. So, why |
| those types of businesses. | | | | focus on the negative when a positive outcome is |
| Only one month later, she replaced each client she | | | | so much more enjoyable? |
| lost with two new accounts.* | | | | Static visualization doesn't work for me. My mind |
| 2 for 1 - not bad! | | | | wanders, and then I get frustrated because I'm |
| What you need to know is this: Why was she so | | | | not properly visualizing. Instead, I create a movie |
| successful? When she met with these new | | | | in my head. I see myself and my new client |
| prospects, her authenticity and enthusiasm when | | | | smiling at one another. I see them signing on the |
| speaking with her favorite market segment came | | | | dotted line and writing me a check for the initial |
| through. It was infectious. | | | | deposit to begin work. I see them calling me on |
| *Psst...If you want to know exactly, step-by-step | | | | the phone and asking me a question just to get |
| what she did, join the mastermind. You, too, can | | | | my opinion and input. You get the idea. |
| attract clients quickly and easily. Join us! * | | | | When you visualize this way, it keeps you |
| Identify your Ideal Client. Who do you like to | | | | involved and engaged, and you'll feel as though |
| work with? What are they like? Write out in bullet | | | | anything is possible. |
| or story format the characteristics of your ideal | | | | Visualizing is also a great way to keep yourself |
| client. Be specific. Do they pay their bills on time, | | | | from taking that client out of desperation...imagine |
| every time? Do they value and respect the | | | | the headaches! |
| services you provide? Are they businesses of | | | | Yes, they say economic times are tough - but by |
| integrity? Are they easy to work with or | | | | being in business for yourself, you can create |
| demanding? Are they organized or disorganized? | | | | your own economy. Just keep these tips in mind |
| By identifying the characteristics of who you like | | | | as you acquire new clients, and watch your |
| to work with, it makes it much easier to ask the | | | | business boom. |