How To Get More Clients
The number one question I receive from clients (lawyers, medical professionals, business owners) is:
“How do I get more clients?”
Set aside, just for a moment, the fact that this is the wrong question to ask…let’s take a moment and address the issue that is keeping most professionals up at night.
Common Myth: You must be a great salesperson to be good at client attraction.
You are not out looking for “targets” to approach to draft into service as your clients.
You are trying to establish relationships.
Relationships develop when two people believe there is mutual benefit in getting together.
Think about this in terms of personal relationships.
If you were seeking the company of someone with whom you could potentially spend the rest of your life, you would not wade into a sea of prospective suitors, grab one, and say:
“You are beautiful. I am fantastic. Would you spend the rest of your life with me?”
Yet each day people hit the airwaves, Internet and hundreds of other forms of media saying something similar in a business context. Think about it:
“If you’ve been arrested for a DUI, call so-and-so law firm.”
“Need cash fast? Call XYZ bank.”
“Want clean floors? Buy my mop.”
A better approach:
Educate people. Teach them about your industry, your business, and the criteria for selecting an expert to help them.
Offering guidance and education is a great way to get people interested in what you have to say.
Then, when people come to you seeking the knowledge you provide, give it to them.
Follow up often to deepen the relationship.
Let’s go back to the dating analogy.
If you were interested in a potential spouse, would you stop by and see him/her only once each month? Or occasionally? Or when you got around to it?
Of course not.
Engage people and keep deepening your relationship with them over time.
Eventually, the people with whom you have developed enough trust, will walk down the aisle and give you some cash.
Want more specifics?
I lay out the details in this 23 minute podcast. Listen now:
In case you are wondering, I am demonstrating the exact principle I just outlined.
You and I have a relationship. I share great information with you every week. You have the opportunity to reach out to me, at any time, and deepen our relationship.
You may not be ready now.
You may not be ready six months from now.
But when you are ready, I’ll be here.
For now, let’s spend 23 more minutes together. Listen to this podcast today:
Here’s hoping you make a great living and live a great life®.