By: Rob Scott
It’s incredibly important to have the skill of being able to “get clients,” because if we can’t get clients, then we don’t have any business. And I know too many people (including myself a few years back) who struggle to find enough clients to make their business succeed.
In a recent survey I did, I found that almost all coaches want to have at least 10-15 clients. But a HUGE 81.3% of those surveyed only had 3 clients or LESS (many had 0, 1, or 2 clients), which in most cases is not enough to make a living.
Almost all coaches, need more clients. And I’m sure this is true for consultants, accountants, massage therapists, and all kinds of other professions that serve clients with their businesses.
Let’s look at the top 3 things holding us back:
Reason #1 – We Resist Selling
The first reason has two parts… First is that deep down, we are afraid of rejection. We avoid rejection in lots of areas throughout our lives because we’re trying to stay safe. But what ends up happening instead is we stay SMALL.
Think about it, guys don’t always ask girls to go out because we worry they will say no. We don’t ask for raises even when we feel we deserve them because we’re scared of being turned down. And we certainly avoid sales conversations because we do not want to be rejected and embarrassed.
But there’s another part to why we resist selling… And this one I like to blame on the used car salesmen. It’s our deep desire to never look pushy, or annoying. You’ve probably had the experience of dealing with a pushy salesperson before. It feels horrible. And so many of us don’t want to look like that, and we avoid selling, so we are never perceived that way…
These two reasons, being worried about rejection, and not wanting to appear pushy are enough to stop most people from trying to sell at all. Many of us may be aware we dislike selling, but for some of us this is totally unconscious. And we wonder why our business isn’t where we want it to be.
We need to get this handled. We need to see that there is a way to stay heart centered and really authentic when we sell. And we also need to realize, it’s not really about us, it’s about connecting the right person with the help, service or product they need. That’s all.
Reason #2 – We don’t know how to find and approach new prospects
I remember sitting at home waiting for the phone to ring. I had become a coach, and was sure that just because I was really good at it, people would start showing up. But boy, was I wrong. Here’s the sad, harsh truth…
They are not coming.
People are not looking for you. They are not waiting around the next corner to come running to you. And there probably aren’t that many people actively referring you. Getting business is your responsibility. You must go out and find your clients.
But even once you find them, let’s say you’re at a networking event with a hundred of your ideal clients all around you, do you know how to approach them? Do you know what to say to begin the sales process? Most of us don’t, and we can usually thank resistance (reason #1) for that.
You see sales is a process, it’s not an event. We need a system for how we find and approach and talk with people. I call this the sales funnel. And once you have this down, you’ll find yourself in lots and lots of sales conversations…
Reason #3 – We don’t know how to close the business
There you are, you approached perfectly, and now you’re talking with someone you know would be a perfect client of yours. But what happens next?
Is this when you help them with something for free so that they really know what you’re doing? Or is this when you tell them how much you cost? Should you play “hard to get” and tell them you’re not sure if you have any time on your schedule? Or should you let them know that you can work with them whenever they are free because you’re really excited at this opportunity? Should you upsell extra services or products right away when the iron is hot, or wait until they’ve been a client for a little while?
How do you actually sell?
So many people struggle here. Specifically talking about the money, and the details of what we do can be really difficult. Most people need a lot of help here.
Know this, there are 4 proven stages of any successful sales conversation:
- Find the (real) problem
- Provide immediate value
- Connect and make them feel understood
- Close the deal
I created this systematic approach after studying lots of material, and looking for what really works for a very long time. But it’s also important to make this completely “Question Based” so we are not there trying to explain how great we are, or pitch any ideas to our prospects. We can actually sell using only a series of questions, and create a space to see if our services and products are a right fit.But most don’t have this figured out yet. Most of us are stuck. We resist selling, which is natural. But this leads us to not doing the most important part of our business–selling. And if we don’t do it, how can we possibly be good at it?
Learning to sell is incredibly high leveraged. If you know how to do this, you can turn your business around in as little as a few weeks.
Take a second and imagine what would change if you created a simple sales funnel that was repeatable and worked. Imagine knowing exactly where to find your ideal clients, and how to approach, and close them at will, in a way that was heart centered, and completely comfortable for you and for them. And what if it was something you enjoyed and were really proud of doing. Something people even thanked you for?
Or, what if you do nothing about this, and stay the way you are now? For most people that’s a couple clients at best, struggling and hoping things get better at some point.
If it’s time to become better at getting clients, and learning how the sales pillar of your business should be running then join us here for this 90 minute free webinar.
I will be showing exactly how to create your sales funnel, sharing how to connect with your target audience online and off, and we’ll go deep on the process to close them.
Rob Scott is a Master Business and Marketing Coach who helps business owners, coaches, and consultants create effective marketing and sales systems that dramatically increase profits, often in just a few weeks.
He’s built a sustainable six-figure coaching practice while typically coaching only 2 days per week. He is known especially for his signature sales techniques and has personally closed more than 6 figures of business from a single networking event without a working website.