Even when you have a fantastic product or service and good customer service, finding new clients can be difficult. You're probably thinking about how to get more clients for your business.
What is the key?
We have to start conversations about the value that we provide. This is all about creating content. If it is not live conversations you are doing, it's creating content that lives out there, that people read and see you as someone who provides value in the marketplace and they come back and connect with you. This could be in the virtual space – social media, Facebook groups, and LinkedIn groups.
Types of ways to talk to people:
How many conversations are you having each day about your business?
It’s time to challenge yourself and start creating 5 conversations a day.
These conversations don’t need to be face to face. Now that we are in a different world where people are comfortable in the digital space – conversing, hiring people, buying. This is your opportunity to have great conversations.
You can help someone by providing them value and telling them what you do in your business, and here are a few ways to do them:
Les Brown is one of the world's greatest motivational and inspirational speakers and he has this 3 Feet Rule. He will start a conversation with anyone who’s 3 feet from him and ask them their names, ask them if they know someone who needs something, and he compliments them.
People are attracted to those who compliment them, those with positive energy and spirit.
How many people have you complimented yesterday?
This is one strategy I learned from Les Brown. Compliment someone but be appropriate. Think about how you can spread good energy by giving a compliment, and that comes back to you.
Here’s an example of his 3 feet rule:
Hi, I’m Lorette Lyttle, nice to meet you, and what’s your name? Well, those are fantastic shoes, it’s nice to meet you. I’m out building my business today, I help women to build their brands by creating websites and their logos. If you know someone who needs my help, would you mind passing on my information?
It should be as natural as possible.
According to Brian Tracy, we are afraid.
Fear of Failure
When we go into something, we don’t think that it’s guaranteed that we will get a YES. There is no guarantee of success. One thing that Brian Tracy also told me is, go into it knowing that you are going to get today – you are going to talk to 20 people, get 18 notes but those 2 Yes are going to catapult you to the next level.
A no today just means not yet. And maybe you can revisit them in the future.
Fear of Rejection
Failure and rejection are similar but rejection is internalizing the fear of failure. If you approach someone and they shut you down, you feel rejected. A lot of people don’t like that personal feeling of rejection. You have to understand that in life you will get rejected but you just need to get through that.
Afraid to Knock on Doors
Why are we afraid to knock on doors? I don’t mean literally going knocking on doors, but we are afraid of opportunity knocking and when we answer it, we have to present something. We have to talk or have conversations. You might not be perfect at describing your business right out of the gate or the second and third time you do it, but as you grow as a business owner and as an individual, you will get better at speaking about what it is that you do. Practice every day and having someone to be a critic of your pitch can help you take advantage of opportunities when they arise.
Additional Fear: Fear of Success
This can impact a lot of people as well. Overthinking so much about success, believing that all the recognition that comes your way as a result of your efforts and successes are undeserved. Talk yourself out of your fear of success and embrace that you can handle it.
Why do you need to hustle?
We need to have that hustle mentality – where we are entrepreneurs, we have to go and get this.
As entrepreneurs sometimes we don’t have deadlines or timelines and we don't set our own goals by saying, this month I need to get 5 new clients. You need to do that.
So within the next 30 days, what is it that you're hustling for in your business that you're going to go for?
When Will Your Business Grow Fastest?
When you can say, I’m not afraid of getting rejected. Say it out loud 5 times and move into the place where you can say, I’m going to have a lot more conversation and I do not have a fear of getting rejected. All the rejections might mean, not yet.
You have to overdeliver what you promise them.
Let’s say you’re a freelancer and your client ordered a graphic design service from you and you have to deliver 7 Instagram images for them. What would you do? Instead of 7 Instagram images, you will give them 10 images.
My sister Lorette, this is her strategy – Anytime she gets in order for 7 images, she gives them 10. If the client wants 10 images, she gives them 13.
Add 2-3 more to overdeliver and make it unexpected, then send them a message – “I know you ordered 7 images from me but I love your business so much that I kept going and put an extra 3 in this package. Here is your package and I can't wait to work with you next month.”
This is about relationships and how you are talking to your customers.
Another example: Tamica, one of my students, got a one-off job to do work for this client. When she handed back the transcript, it was edited, and proofread, she did an excellent job. She also sent in a summary of the transcript. When the client saw that she got more than she paid for from Tamica, she put her on retainer to do all of her work, she pays her every single month to do it and she said to Tamica, “My clients love the summary they got along with that, you're my transcriber forever.”
One of my favorite quotes from Napoleon Hill. If you haven’t read Napoleon Hill’s books, grab a copy or listen to the audio version and it will change your life.
Always overdeliver! Have such an impact that they can't help but talk about you, refer you, and review you to others. If you have a digital agency, you should overdeliver services. If you’re a real estate investor and you're telling a homeowner that you're going to purchase their home, tell them you’re going to purchase them by 45 days but do it within 20 days to get their money quicker. Always see how you can overdeliver and see how that grows, expands, and multiplies your business.
Think about one of the adversities of your clients offering some value and support, and turn that into an appointment.
What are the problems of your future client? How can you solve them?
Listen first, affirm that you're listening, and then offer the solution.
For example, Andy has a website, he set it up but cannot figure out how to set up an autoresponder and connect it to connect name and email addresses. He’s telling you about his problem and he’s frustrated because his traffic is good but he cannot collect names and email addresses. What would you do?
Say something like this: Okay Andy, I understand. I cannot believe that you are going through this and I am so sorry for you. What’s happening is that, on your landing page you want to collect names and email addresses but you didn’t set up the autoresponder correctly, and when people go there and put their name and email it’s going nowhere. You’re not getting names and email addresses and you aren’t able to build your list, is that correct?
First of all, you are listening. Second, you are listening so well you can repeat it.
Listen to the problem and understand how you can solve it.
Your social media personal and business page should be professional. Make sure that you have a professional look.
Make sure that you are always prepared if you go to different appointments and talk to different people.
What I know is when I meet with a business owner, I’m researching their business, products or services, who owns it, who works there now, I’m looking online to see if I can find any reviews anywhere on the internet about the business. I am going to prepare. Stand out by preparing!
Dress for success and be well-groomed. People make judgments about you by how professional you look. Don’t go to an appointment in flip-flops, instead wear formal clothes – the smarter the better. You're making a statement about who you are and what you want to achieve.
Pay Attention to your Communication
The power is in the tongue. Pronounce your words correctly, do not rush through things, prepare for it and just understand that communication is vital to how someone feels about you doing work for their business. I’m not saying that you have to have perfect grammar or perfect speech. We all have our accents and that's what makes us unique and our different communication styles, but understand the power of communication and the power is in the tongue.