If you want to win more clients, there are two areas you can work on.
The first is logical.
Logical improvements include changing what you say to potential clients. Changing the order you say it. Changing what your offering is. Or how often you follow up.
These are important changes to experiment with. And I can almost guarantee you that if you intelligently alter how you do these four elements, you will end up winning a lot more clients.
But these are all in the realm of the logical, the practical, the procedural.
But there is a whole other realm that you can explore, when it comes to converting leads into sales.
And that is using emotion.
The truth is, in almost every industry companies are chosen not just based on what they offer in a practical sense, but by what the potential client feels when they talk with the company representative. (You).
Do they feel that you are a decent person, someone kind, somebody ethical?
Do they feel that you genuinely care about their situation.? That you are not just going through the motions?
Do they feel like they would enjoy doing business with you?
These more subtle, more emotional aspects of the sales process are not only as important as your logical arguments, they are usually much more so.
In a world where there are usually tens of companies that could deliver a good job, trying to win through logic is often a weak strategy. You are still just one of many similar alternatives.
In the end, people buy from people. They are either attracted or repelled by you at the heart level.
So I urge you to review how you come across in that dimension, rather than being stuck in the logical and mundane.
Change how much you feel for them. How much you care.
Elevate your heart and you will elevate your income.
As you know, I mentor entrepreneurs and CEO’s on how they can achieve more.
As part of that, I do a lot of research and experiments on myself, to see what really works when it comes to elite business performance.
Well recently I invented a way to work that I’ve found really helpful, so I thought I’d share it with you, in case it helps you too.
I call the method ‘Search For Uncomfortable’.
It’s simple to say, hard to do, but if you do it right, it can revolutionize how much you achieve in your business.
It works like this:
Every day you make a list of all the work tasks that make you feel uncomfortable. That you are nervous about doing. That will be a real stretch to perform, or that you just don’t want to do.
Then you do those tasks.
I’ve found it’s an incredibly effective way to send your work results through the roof. Because most of the tasks that make you feel uncomfortable doing are the ones your company really needs to get done.
Like sales outreach. Or marketing. Or having a tough talk with a team member. Or learning a new work skill, or to use some software you know nothing about.
The kind of tasks you’re always putting off. The tasks you avoid even thinking about.
These uncomfortable actions are gold for your company’s growth. They take you far higher than just doing what’s easy, or usual in your industry.
These are usually the ones that all your competitors don’t want to do either. So if you can bring yourself to do them, you often rocket past your competition.
The breakthrough for me was to actively seek these type of tasks out. To move towards them all day long.To focus on my entire day on doing them.
I put a little Post It note on my desk that says ‘Search for uncomfortable’, so I’m constantly reminded of the principle through the day.
I’m not saying it’s pleasant. But it has really lifted my results.
And paradoxically, the more I focus on these uncomfortable tasks, the better I feel inside.
So try searching for uncomfortable. And prioritizing it daily.
I think that focusing on doing the uncomfortable consistently will virtually ensure you have a great future.
As my wife’s mother so wisely says,“Hard now, easy later. Easy now, hard later.”
When it comes to winning clients, everyone talks about the same things.
Have a great product. Market well. Be price competitive. Go the extra mile.
That kind of stuff.
But there’s another major element that is at least as important to succeed in business.
Yet virtually nobody talks about it.
It’s the quality of your energy.
By that I mean, how do people feel around you? Are you a neutral or down force, or do you uplift people within your environment with your positivity, passion and interest?
We all know that business is hyper competitive. It’s hard to get any material advantage over your competitors at all – and even those you manage to obtain are usually copied and nullified within months.
There’s always someone who can do it cheaper . And many times better and cheaper.
So in a business environment like this, how can we win?
By exuding a better energy. By making people feel fabulous in your presence. By emanating a sense of possibility.
By being upbeat and light, even as you discuss issues that are heavy.
By being somebody people feel really good around.
We are kidding ourselves if we think business is done purely on the rational level. Numerous times I have seen multi million dollar decisions made based on how a CEO ‘feels’ about a person or company.
Whether they’d enjoy spending their days working with them.
If your company is not doing as well as it could be, take a moment to consider what kind of energy you are giving out.
Every day we get inundated with Facebook ads shouting about new high tech software and marketing funnels that will supposedly win us more clients.
Some of the software are incredibly complex, and would take hours every month just to operate.
Others are overpriced.
And some are excellent.
But the truth is, none of them are actually needed.
You do not need elaborate CRM systems, apps and software to make a lot more money.
You only need to do three things.
Reach out to lots of companies that could be helped by your product or service.
Explain what you do intelligently and sincerely.
Stay in touch with them, by educating them and not being irritating.
Is that really all you have to do to get lots of clients this year?
Yes, that’s all you have to do.
Now there are many ways to do those three things better, which can massively increase how much revenue you bring in. And I help business owners all over the world do exactly that. ( If you’d like me to help you grow your business, just email me back).
But if all you did was these three things, your business would grow enormously.
Business isn’t rocket science.
Even if all those software companies try to make it sound like it is.
But we now come to an amazing fact.
Even though those three steps are all a business owner has to do to make loads more money, virtually nobody does it!
Sure, many CEO’s do one of those. Some do two of them. But very, very few do all three.
And so they struggle to grow their company.
So the next time you see one of those ads trying to convince you that their CRM, app, or software is the Next Big Thing, don’t fall for it.
Just keep coming back to doing those three things.