As anyone who has read my book Get Clients Now! might guess, I love to make plans. I recommend planning as a tool in almost every situation. You have a new business? You need a plan. We’re taking a trip to Italy? We must have a plan. You’d like to meet me for dinner while you’re in town? Let’s make a plan.
So, it’s not surprising that I’ve been feeling frustrated lately. Due to the worldwide impact of the COVID-19 pandemic, nothing I had planned for this year is coming to pass.
When talking with a potential client, do you find yourself being too vague when describing your business? Don’t worry! This is a trap that’s easy to fall into.
When it comes to having sales conversations, specificity is king.
Meeting new people, in person, is consistently rated as one of the most effective ways to find new prospects for selling your professional services. After attending just a few networking mixers or industry meetings, you will quickly end up with a daunting collection of new contacts. But what do you do with them all?
Remember Why You Are Networking
The whole point of meeting new people is to give you a starting point for developing relationships. New contacts almost never become clients as the result of a one-time meeting.
It’s easy to let things slide, especially when they feel difficult. Unfortunately, sometimes in business, following up with clients can feel that way.
Why is that? It’s not as if your hands are broken and you can’t type, dial the phone, pick up a cup of coffee, or you don’t know how important following up is.
True or not true? Asking someone to become your referral partner is scary.
If you said true, you’re not alone.
How scary it is to ask someone to send you referrals depends on your comfort level. The more you practice the better you get, and that’s something you can build on. Even if asking for referrals doesn’t seem to come naturally, you can train yourself to do it comfortably enough — and it might even become fun!
A large part of the secret sauce for marketing is your mindset.
Not sure if you can be a good networker?
Not sure if you can write a blog?
Not sure if you can represent your company at a trade show?
When it comes to marketing, the odds of success will be stacked disproportionately in your favor if you have a positive mindset. This means believing in yourself, remembering why you love your business, and taking inspired action.