Get Over Client Attraction Roadblocks
There are many was to attract clients. Unfortunately there are as many reasons to avoid jumping in to client attraction opportunities. Learning to get over the roadblocks that business owners put in front of themselves can help build business success and eliminate procrastination and fear.
1. Cold Calls: it's all about the fear of rejection. Get over it by scheduling time to do it and not procrastinating, face it and do it. Make it easy on yourself by providing a free giveaway as a follow up that you can send in an email-an article or blog post that would continue to interest the prospect.
2. Local networking: fear of rejection in person this time. Get over it by having a plan of how many people you would like to meet. Not a huge number, start with three (3) contacts and business cards to collect. Once you are done, mission accomplished, relax and enjoy. Another way is to attend with someone and take turns introducing each other or starting the conversation....safety in numbers. Be prepared with business cards. Practice your introduction in advance.
3. Launching a webinar: simply the newness of the venture can be putting you off. Get over it by investigating the technology. Attend a few and ask questions of the presenter afterward-any tips or advice they have will come in handy. Do a dry run before going live. Try to joint venture with someone who has done it already.
4. Attending trade shows or conferences: this one is about understanding the payoff and unfortunately doing it at least once is the only way to know. Consider all the factors, booth rental, staffing, marketing material, set up and take down time. Ask about past attendance and ticket sales. Ask about availability of email list. Determine if the demographics of the event suit the target audience for the business-same for the exhibitors or topics being presented ....do they suit the needs of the business.
5. Follow up....goes back to the original fear of rejection. Get over it by having a plan. At least nine (9) contacts need to be made to move a lead from a prospect to a customer. Prepare different contact method and follow through. The sale is a matter of timing, and not the timing of the business but of the client.
Simply stated, no one likes to hear 'no' or anything close to the word. Persistence, consistency and planning will help in getting over the fear of rejection and understanding time vs. dollar investment in any part of the sales process.
1. Cold Calls: it's all about the fear of rejection. Get over it by scheduling time to do it and not procrastinating, face it and do it. Make it easy on yourself by providing a free giveaway as a follow up that you can send in an email-an article or blog post that would continue to interest the prospect.
2. Local networking: fear of rejection in person this time. Get over it by having a plan of how many people you would like to meet. Not a huge number, start with three (3) contacts and business cards to collect. Once you are done, mission accomplished, relax and enjoy. Another way is to attend with someone and take turns introducing each other or starting the conversation....safety in numbers. Be prepared with business cards. Practice your introduction in advance.
3. Launching a webinar: simply the newness of the venture can be putting you off. Get over it by investigating the technology. Attend a few and ask questions of the presenter afterward-any tips or advice they have will come in handy. Do a dry run before going live. Try to joint venture with someone who has done it already.
4. Attending trade shows or conferences: this one is about understanding the payoff and unfortunately doing it at least once is the only way to know. Consider all the factors, booth rental, staffing, marketing material, set up and take down time. Ask about past attendance and ticket sales. Ask about availability of email list. Determine if the demographics of the event suit the target audience for the business-same for the exhibitors or topics being presented ....do they suit the needs of the business.
5. Follow up....goes back to the original fear of rejection. Get over it by having a plan. At least nine (9) contacts need to be made to move a lead from a prospect to a customer. Prepare different contact method and follow through. The sale is a matter of timing, and not the timing of the business but of the client.
Simply stated, no one likes to hear 'no' or anything close to the word. Persistence, consistency and planning will help in getting over the fear of rejection and understanding time vs. dollar investment in any part of the sales process.
