Do you want to instantly attract more clients and referrals?
I know, silly question. Who wouldn’t, right? But here’s the irony about that statement: the more you want to attract clients, the more you repel them.
Let me explain with an example.
When I met one of my coaching clients, she talked about her “sales pipeline”, putting a percentage on clients against a number of different variables to determine the numerical value of them so she could immediately see who she should spend the most time with. Basically basing her interactions with their potential financial value to her.
And when we first met, all she wanted to know was how to make that pipe-line predictable, and how to shorten the time from beginning to end. This is a common approach amongst business owners – I’ve met many startups or newly self-employed folks who approach people by sizing them up as a potential client.
I asked said client,
“what do you know about them?”
“What do you mean?”
“What about them, what have you learned about them as a person? What are their hopes, dreams, and ambitions?”
“Oh, emm, I don’t know.“
When you approach prospects from a space of “what can I get from you”, and base your interaction from “how much can I make”, you can’t help but give off that energy.
What you think impacts how you feel, what you say, the actions you take, and the outcomes you get. It’s a basic law of physics, Newton’s 3rd law of motion – every action has an equal and opposite reaction. So if you’re out networking or speaking with people thinking and feeling,”I want more clients”, which is coming from a place of lack, you’re actually attracting more “lack”. People can feel your energy; that you’re out for yourself.
Still with me?
So said client let go of trying to close sales, that is, she detached from the outcome. Instead she was just present in meetings and got to know the people she met. She magically received more referrals and more requests for proposals that week than she had in months. She also felt more relaxed and enjoyed herself more and reconnected with why she’s running her own business.
Instantly attract more clients and referrals
If you want to instantly attract more clients and referrals, stop thinking of people as “potential business or revenue” and start thinking them of people with hopes, dreams, and desires, and how you can help them achieve their dreams, just like you would for any good friend.
When you approach business with this mindset, it becomes less businessy, less bland, and disconnected. Instead, you make real connections, make a real impact in people’s lives, and feel more fulfilled.
Get to know people
Over to you – are you putting your prospects in buckets or looking at them in numerical terms? What do you know about them personally? What “getting to know you” questions could you ask during your next call or meeting?
All things being equal, people like doing business with people they know, like, and trust.
Any questions? Comments below.