How successful do you feel in your business?
Success has a certain vibe about it, one you can recognize and feel in your bones. And yet, it’s easy to live out of an outdated definition without realizing you’re doing it, making you feel unsuccessful. Have you looked at how you’re defining success recently? You might be ready to reinvent what success looks and feels like; updating your definition will do wonders for both your business and your psyche.
What’s your way to get things done? Do you feel you’re an achiever who enjoys checking off boxes? Or do you see yourself as more laid back, getting to things whenever you can? Whatever your style, the truth is, if you’re in business for yourself, you need to get things done, and chances are, no one else will jump in to save the day. Which begs the question: how do you do things most easily and in a way best suited to you?
What’s your style?
In working with clients, I see two typical categories of doers: 1) those who love making a list and working through it, some going so far as to draw their own little check boxes next to each to-do item in a notebook, or 2) those who take a looser approach, writing items on the backs of envelopes, on their hand, or random sticky notes. Both approaches have their merits.
When interacting with potential clients and referral sources, a helpful self-promotion tool is a collection of client success stories. Everyone loves to hear stories — we find them entertaining, educational, or evocative of deeper emotions. We identify with people through the stories they tell.
When talking with a potential client, do you find yourself being too vague when describing your business? Don’t worry! This trap is easy to fall into — and easy to get out of. When it comes to having sales conversations, specificity is king.
I heard a story on the This American Life podcast about a man waiting on a subway platform, and in the crowd was another man walking up to people, saying, “You’re In. You’re Out. You, you can stay. You — gotta go.” The story teller found himself secretly wanting to be picked to stay, which was odd since what the man was doing was completely arbitrary.
Responding to an inquiry, placing a follow-up call, or having a sales conversation are all situations where you can expect your prospects to ask questions. Preparation is the key to a confident response, but unfortunately, sometimes we prepare only for the questions we want to hear, and not for the tougher ones clients often ask.
All the experts say that as a self-employed professional, you need a marketing plan, so you’ve designed one. Good for you! The very fact that you’ve taken the time to think about how you want to market your business and written it down will increase your odds of success at getting clients.
Why is marketing your business so hard right now? Chances are over this past year (if you’re like me and the clients and colleagues I speak with), you’ve felt shy, hesitant, and vulnerable in ways you ordinarily don’t when it comes to marketing your business. Given the pandemic, and the uncertainty it’s created, this makes complete sense.
In 2020, many of us self-employed folks were just trying to survive. Some of us couldn’t work at all due to pandemic restrictions or home schooling needs. Others – serving industries like travel, food service, or personal care – lost our entire market overnight.
If you’re like many of the self-employed people I’ve talked with over the past year, 2020 came with plenty of challenges that sent you scrambling and doing your best to hang on. Survival became the order of the day, and making it through another day, week, or month felt like a victory (and rightfully so).
