How To Get One More Client By The End Of The Year

There’s only a few weeks to go until the end of the year.

Is it actually possible to pull in one more client before the year ends?

You bet it is. But you’ll have to use the 2 step method I outline below.

And you’ll have to be quick doing it.

CLIENT ATTRACTION STRATEGY – STEP ONE

Go back to anyone who enquired about working with your company over the last year.

Phone or email them and say something like the following:

‘Hi X.

Earlier this year you spoke with me about some of your company’s issues.

I’ve been thinking about what you said, and I think I’ve got a really interesting solution that could help you enormously.

Got 5 minutes for a quick call about it?’

If you hit 50 potential clients with this, at least 2 will show some interest.

CLIENT ATTRACTION STRATEGY- STEP TWO

Now you have to brainstorm 5 ideas you could offer that client- then pick the best two to present to them.

You can either take one of your normal services and add a new twist to it, or come up with a totally new solution you could offer the client.

You could even link up with another firm and offer their services – and get a cut of the action.

With a bit of thinking, I’m sure you can come up with something fresh and interesting.

So give this two step system a go. Start contacting your old leads and see what happens.

As the saying goes, ‘Fortune Favours The Brave.’

The Missing Ingredient You Need To Win More Clients

To win customers you need 3 things:

1. A valuable product or service.
2. A reliable system for frequently getting in front of potential clients.
3. An ‘Organisational Personality’ that makes people like you and your team – and want to work with you.

Lots of business owners think about 1 and 2. Virtually nobody thinks about the 3rd area.

What is Organisational Personality?

It’s what you and your staff do and say to make buyers feel good about you … and be attracted to you.

Another way to put it is, what’s the Emotional Tone of your company?

If you want to create a powerful Organisational Personality or Emotional Tone, the first step is to choose one single personality to focus on.

Here are several examples of Organisational Personalities you can choose from:

  • Efficient
  • Friendly
  • Careful
  • Trustworthy
  • Fun
  • Caring
  • Hard core
  • Professional
  • Detail oriented
  • Proactive
  • Service-oriented
  • Quick

Once you’ve chosen your OP, the second step is to evaluate every point that a potential customer interacts with your company.

And then make sure every one of them reflects your new Organisational Personality.

Examples of customer points of contact include:

  • On the phone.
  • In meetings.
  • In your reception area.
  • On You Tube videos.
  • At conferences.
  • During your sales presentation.

The third step is to constantly be reminding your team to maintain, exude and focus on the Organisational Personality. So that it becomes totally ingrained in the company’s culture and modus operandi.

If you do these three steps you’ll have something really precious:

A powerful, attractive and consistent personality or way of being throughout the entire company. One that attracts new customers and helps keep current clients feeling good about working with you.

And that is money in the bank.

 

What To Do If You Hate Doing Sales

Here’s the problem.

We all know we have to do stuff to get new sales – calls, emails, events, etc.

But so many of us absolutely hate it.

We don’t want to appear high pressure. Or needy. Or to talk about money.

We love running our business, we just don’t like doing the business development/sales stuff that brings in the money!

Hey, I hear you.

And while doing Sales work may never be totally fun, there are some things you can do that will make it so much easier- and more effective.

1. FOLLOW A SCRIPT
Part of the reason so many people hate doing sales work is that we can never think of what to say. 

We stutter, we pause, we blurt out silly things- no wonder we don’t want to do it 🙂

Try using a script instead. Say roughly the same words for every sales call, and your nervousness and stress will be greatly reduced.

Pretty soon, you’ll get used to it and sales won’t bother you at all. You’ll also get much better results as you’ll be more consistent with what you say.

2. PRACTICE WITH ANOTHER PERSON
The best salespeople practice their Scripts and Dialogues every week, at least. Practicing what to say with someone else keeps you sharp and increases your confidence enormously.

It doesn’t have to take hours. Just grab a friend or work colleague and arrange a 20 minute time period each week to role play, either in person or by phone.

Pretty soon you’ll be doing it super smoothly and your stress will dissipate considerably.

3. SPEND TIME DAILY DOING IT
Not only will you make a whole lot more money when you do new business development every work day, you’ll get a whole lot better at the sales process itself.

Half the time, the main reason we don’t like doing something is that we are not good at it.

But practice daily and that all changes. As you get better at it you usually will enjoy it a whole lot more.

4. AIM TO BECOME A MASTER AT SALES
Instead of reluctantly doing sales, change your attitude. Resolve to become really, really good at it, one of the best in the world.

It’s strange. When we take something we dislike and endeavor to be brilliant at it, it suddenly becomes a lot more interesting, and our progress sky rockets.

So read the books of sales masters. buy courses on sales, read articles and blogs on persuasion.

Once you really get into the subject, you may actually find it fascinating. After all, the ability to convince a total stranger to give you money is a pretty remarkable skill.

And believe me, there is no more important part of business to get good at than the sales process. It’s the profit engine of any business.

So if you hate doing sales work, try these 4 tips. They can be a real game changer.

Einstein’s Advice On How To Be Happy

(Someone just paid $1.8 million for it.)

As an entrepreneur, I know you are not in business just to make money.

You’re also in business because you think it will make you happier.

With this in mind, you may be interested in the following true story.

Albert Einstein is known as one of the smartest guys in history.

And one of the wisest.  (They don’t always go together)

In fact still today, decades after his death, his brilliant quotes about life appear worldwide.

But just a few week’s ago, something pretty amazing happened.

Someone forked out $1.8million to get Einstein’s personal tips on happiness.

Here’s what happened.

In 1922 Einstein was on tour in Japan, and was staying at The Imperial Hotel in Tokyo.

When a waiter delivered some food to his room, Einstein purportedly had no money on him to pay him a tip. So instead, Einstein wrote a few lines of advice about how to live a happy life and gave them to the waiter.

Incredibly, these notes were sold at auction last month for $1.8 million.

So, you might be wondering, what was Albert’s priceless advice?

Well, his wisdom was written on two separate pieces of paper.

On the first piece of paper:

“A calm and modest life brings more happiness than the pursuit of success combined with constant restlessness.”

And on the second piece:

“Where there’s a will there’s a way.”

So as you build your business, keep Albert’s advice on happiness in mind.

If one of the world’s greatest geniuses thought these points were so important, they are surely worth considering.

The Simple Question That Decides Your Success In Business

Of course, there are a million variables in business:

Your strategy, your marketing, your sales procedures, the quality of your team, the systems you establish. Etc.

You need to get most of these elements right to do well financially with your company.

But having observed so many entrepreneurs over the last 30 years succeed or not succeed, I think there’s a more important overarching factor that dictates business success with much greater accuracy.

And that element comes down to one, very simple question:

“Am I totally committed to get this business great?”

It’s really all that matters, because even if every single element of your company is being done poorly, a business can still be turned around and become an outstanding success, as long as we have the commitment to stick with it and improve our situation.

Now I’m not talking about a mild enthusiasm to get things right. I’m talking about a fiery and complete devotion to making any change necessary to ensure the success of your enterprise.

Even if it’s hard. Even if it’s tedious.

Even if we have to do tasks we despise.

Even if it takes ages to get things functioning to the necessary standard.

Before all the tactics and the strategies, must come the total and utter COMMITMENT.

That, and only that matters, in the end.

Everything else can be solved, with time and effort and others to help you.

So ask yourself, “Am I totally committed to get this business great?”

If the answer is truly and emphatically Yes, then all will be well.

If the answer is No or Maybe, then either get out of your company, or uplift your commitment to the required level.

There is no other way to succeed as an entrepreneur.

How To Fix The Number One Problem Of Entrepreneurs

The number one issue facing most entrepreneurs is lack of time.

Or more correctly, the poor use of their time.

Time management is a science, and a fascinating one. Yet very few entrepreneurs devote any time to mastering this critical skill.

As a result, by the end of their careers, they have usually achieved only a small fraction of what they could have, had they used their time better.

With this in mind, here are 6 powerful time management strategies which can profoundly increase the results you get in your business.

* Plan your day before you start.

It takes real self-discipline to carefully plan your day before you start work each morning, but it increases productivity enormously.

* Do new client generation work first.

Most entrepreneurs do it last, when they have a bit of spare time. Problem is, they rarely have any spare time so it doesn’t get done.

Rush unimportant tasks.

Don’t do everything perfectly. Do an okay job on what doesn’t matter then move on. 

Work out of the office for a couple of hours each day.

Maybe at a cafe. Or library. Or a diner. Anywhere where you won’t be interrupted so you can get quality work done.

 * Use the ‘Focus At Will’ app.

It plays music designed by experts to increase your concentration. It can make a big difference on those days when you’re not feeling inspired.

* Set a time period for doing each task.

It could be 20 minutes. Or 70 minutes for larger tasks. But I’ve found that when you push yourself to get things done in a certain amount of time you do things faster.

Any one of these strategies applied consistently will massively improve how much you achieve in your career. Used together, they have the power to completely transform your level of success.

What To Do When You Hate The Thought Of Doing Sales

I was talking with a client today who said he had a mental block about going out there and selling his company’s services.

He knew he had to do it. (He needed the revenue badly.)

But at the same time he felt really uncomfortable about contacting potential clients and pitching to them.

He’s not alone.

There really are so many business owners who feel like this. And if you are one of them, that feeling is costing you a fortune

You need to change your attitude to selling. Fast. And today I’d like to give you a few points on how to do that.

1. Remember All The Greatest Entrepreneurs Focus On Sales

No matter how rich you are, you still have to sell someone on what you’re doing, why it’s awesome and why they should give you money.

Think of any billionaire, and you’ll see that at the very center of their business is them selling.

  • Rupert Murdoch must sell the syndicate of banks that issue News Corp loans that his company is a great investment.
  • Elon Musk must convince the public (and the world’s journalists) that his electric car is the future of the automobile.
  • Oprah invested in Weight Watchers and is now on TV selling women on why they should sign up for it.
  • And even the great Steve Jobs was famous as much for his ability to sell Apple’s latest range at product launches, as for the products themselves.

If even the richest, most successful entrepreneurs on the planet are fine with focusing on sales, then surely it’s okay for us to get our hands dirty doing it.

2. Realize That The Best Product Often Doesn’t Win. The Best Salesperson Almost Always Wins

Let’s take the industry that you are in for example. If the best product wins, how come you know numerous companies that have a mediocre product and yet they still keep picking up clients?

As Brian Tracy said, “Nothing will make you madder than seeing someone dumber than you making more money than you”.

Ain’t that the truth!

Why are those mediocre companies getting clients? Because they are focusing a lot of their time on getting leads and converting them. Otherwise known as Sales.

3. Don’t Put Your Feelings Ahead Of Your Schedule

Once you realize that sales is the most important part of your business, you must commit to doing it in the most important way: scheduling it into your daily calendar.

If you don’t have solid blocks of time allocated in your calendar every week to getting more sales for your company, your company’s future is bleak.

You must schedule time to work on sales.

But equally importantly, you must actually do the sales work at the time you said you would – even when you don’t feel like it, even when you’re busy running your business. Even when you’re feeling down about life, your company, or the world.

You must make your feelings subservient to your commitments. And when you commit to spending a certain amount of time each week on sales you simply must do it.

No matter how you feel.

I’m not saying any of this is easy. But if you can make these three mental shifts your business wealth will grow exponentially.

These 3 ways of looking at business are at the very heart of any successful entrepreneur.

In any industry. At any time in history.

What All Entrepreneurs Must Be Obsessed With

Entrepreneurs like to make business complex.

We have so many metrics, so many things on our To Do List.

And if we’re not careful, we can lose sight of the 3 metrics that really matter.

 

  1. How many potential clients have we reached out to this month? (With ads, calls or emails)
  2. How many potential clients are we in regular contact with? (With promotional materials, education or calls that keep us top of mind)
  3. How many good offers or proposals have we made to them?

At the end of the day, if these numbers are high then your business will grow quickly.

If they are low it won’t.

Get serious about these 3 things. Focus on them every day and make sure those numbers are rising every week.

Remember, the best quality company does not necessarily win. The company with the most consistent marketing system does.

The Most Underestimated Way To Win Clients

Over the years, companies have become much more professional at winning clients.

Slide decks look more sophisticated.

Background research has got more comprehensive.

Presentation skills have got slicker.

In a nutshell, overall professionalism has greatly improved.

But as we have become more smooth in what we present to clients ( and how we present it), there’s one area that seems to have been forgotten.

Yet this one element is often more important in convincing clients to pick your company than all those other factors put together.

What is this missing element?

Raw enthusiasm and passion.

Enthusiasm for the client’s issue. Passion for what we present.

You see, clients don’t just buy good answers. They also buy the people who are presenting them.

Often, clients find it difficult to pick which company they want to go with. Sometimes all the finalist companies present very similar solutions to their brief.

So they revert to giving their business to the people who seem genuinely excited by the opportunity. Who exude optimism and certainty about what they present. Who seem like they actually give a damn about helping them.

Clients are right to look for this. Because when the euphoria of winning the account has worn away, all that the client has really bought is the dedication and passion of the team working to help them. Someone might be super experienced and ultra bright, but if they don’t really care that much about helping the customer then the outcome will usually be mediocre.

So next time you do a new client presentation, try doubling your enthusiasm and passion when you’re with them. Show them how thrilled and honoured you would be to work with them. Show them you really, really value the opportunity, have come up with a  brilliant solution and intend to hit this one out of the park.

Watch how their eyes (and wallets) open.

Personal enthusiasm and passion. Definitely the most underestimated way to win clients.

Should Your Company Focus On A Niche?

One of the biggest decisions an entrepreneur can make is whether to sell their services to general clients, or whether to specialize in serving one industry.

The advantages of picking a niche are clear:

  1. Many clients in that niche assume that because you specialize in their niche, you must provide a better service
  2. It separates you from all the other generalists
  3. You can often charge more as a specialist

The arguments against focusing on a niche are equally clear:

  1. You have a much smaller potential client base
  2. You turn away clients who are not in that niche
  3. There may not be enough work in that one category of client

So we have a dilemma. Good arguments for and against.

So how do we decide whether to go general or specialize?

The answer is different for every company of course, but here are some powerful questions to assist you in making your decision.

  1. Are several of your competitors growing strongly, without resorting to a niche? (If so, maybe you need to just market better and keep your generalist model.)
  2. Are there large sub markets that are virtually untouched by specialists?  (If so, exploring one of them makes a lot of sense.)
  3. Is it easy to try out a niche and if it doesn’t work return to your generalist model? (If so, it’s probably worth a try.)
  4. Are there examples of firms in your industry but overseas that have made niches work? (If so perhaps you should consider copying what they do, in your country.)
  5. Would working in the niche excite you or bore you? (People often don’t consider enjoyment when they make strategic corporate decisions, but they should.)

There’s no definitive blueprint for deciding whether to go niche or not. But I think you’ll find answering these 5 questions carefully can be very useful in helping you make the right decision.