Updated: Jul 23
Finding clients can prove to be a tough challenge for many entrepreneurs.
I recently talked to a friend who, after enjoying a long and comfortable period of having projects come to her through referrals, had to reach out to potential customers again. Because she was not prepared for such a situation, she was suddenly taken out of her comfort zone, feared rejection, and did not know how to move forward.
Selling is hard, granted. One can easily get discouraged trying to meet prospects who do not necessarily want to see you. Waiting for the phone to ring is an easier option. The problem though, is that you could have the greatest product or service in the world, if the phone does not ring, if you do not sell, you have absolutely zero business. When clients do not come to you, then you need to go to them. They will start coming to you once you have created enough trust so that others recommend your brand. When you've reached that level, you still need to remember that selling is a process, it never stops: What you do or don't do today will impact your business in 6-month's time.
Unlike my friend, you should maintain sales activities regardless of your business economic conditions to reduce future risks. . Here are 5 actions you can take today to avoid such a situation tomorrow:
Block weekly time in your calendar that is only dedicated to business development. Use it to search, contact and follow-up with prospects, think sales tactics for potential and existing customers, update your marketing materials, brainstorm with your sales teams, etc.
Always leave a positive impression even though people do not buy from you now. Building a reputation takes years, but it can be destroyed in seconds. You never know where sales opportunities can come from. I won projects 2-3 years after I met with prospects because they kept me in their minds.
Stop hiding behind your emails. Selling is a person-to-person business. Where there are people, there are emotions, and emails don't convey feelings. Meet with people face-to-face so you can read their emotional reactions, you can ask questions, you can really listen to their needs.
Implement a systematic follow-up sales process. The fact that your prospects do not revert to you does not necessarily mean they are not interested. They may be busy working on other priorities at that moment. Gently remind them about your existence, do not be pushy, be authentic.
Define your ideal client profile. Everyone is not your customers, don't waste your time talking to the wrong people. Once you have a clear idea of whom your ideal clients are, think in terms of how to reach out to them, and adapt your sales presentations.
Switch your sales mode on at all times.
Selling is not a one-off event. You need a process to both getting clients and keeping them on board. For instance, how to deliver on your promises, build relationships and close more deals? Assess your selling process efficiency: book a time on the calendar for a free coaching session with me.