5 Simple Steps To Get
3 New Clients, NOW!
© 2007 - 2009 Kendall SummerHawk
I am naturally a competitive person. I like to set a goal, treat winning like a game, then see where I need to challenge myself to reach my outcome. This strategy is the reason why I went from low 6-figures to high 6-figures in just twelve short months.
Which got me to thinking: why not give a "coach's challenge" to my newsletter readers to get three new clients in the next thirty days? If treated like a game (so you have fun!) this challenge can help you focus your marketing, your decisions and your actions in a positive, motivating and pro'fitable way.
So, want to play the "3 in 30 days" game with me? The rules are simple: decide, take action, then repeat. Ready to get started? Here are 5 important steps to "win" at this fun and pro'fitable game:
1. What is the program or package you are offering your three new potential clients? List out the results they'll get from hiring you. Speak 90% about the results and only 10% about the features (or components) so your potential clients clearly understand WHY they need to hire you.
2. What is the specific problem your offer will solve? Time to throw out those trite, tired phrases about helping people "improve work/life balance" or "feel better about themselves." When you hone in on solving ONE specific problem you give the gift of simplicity and focus to your overwhelmed listener or reader.
3. How many people can you reach each day? This is not the time to be shy! Set a goal for yourself to contact a certain number of people each day. Choose from making contact with colleagues, networking, speaking, writing an article, giving a teleseminar, emailing your database, sending out postcards or connecting with potential referral partners.
Here's a special tip: sprinkle in making one or two longer-term, high-payoff contacts each week for the next thirty days. For example, just two weeks ago I contacted the publisher of an industry print journal and presented three article ideas to him on his voice mail. I followed up with an email and within 48 hours I had secured an agreement to write a feature article for his January issue. Will this action help me get three new clients this month? No. Will it help me possibly get ten new clients in January? Yes!
4. How many different ways can you follow-up? The fortune truly is in the follow-up! If you did nothing else except follow up with potential client contacts from the past year, past clients, colleagues or people who had perhaps engaged you to speak, you would easily (and quickly!) reach your "3 in 30 days" goal.
All you need to do is pick up the telephone, dial, and let your potential client know you are going through your files and saw that six months ago they were working on solving XYZ problem to reach ABC goal and you're calling to see how that's working for them.
Follow up again with a hand-written note. Follow up again with a postcard or an article you saw that made you think of them. Truly, if you follow up with your follow up you will have a never ending source of referrals and will never have to attend another boring networking event again!
Resource: if you want specific ideas on how to generate referral business, check out the interview I just did with top salesman and referral expert Tim Helms. The mp3 interview and word-for-word transcript is available to you once you become a Success Circle member. Click here for details.
5. What daily action can you take to motivate yourself and your potential new clients into action? I recommend setting daily goals, such as a certain number of phone calls, postcards, emails (I'm talking about outreach emails here, not the usual junk that consumes our time!), number of times for asking for a referral, etc.
Even better, I recommend writing down your daily goal, then checking it off as you complete it. Be sure and tackle your daily goal FIRST thing in the morning when you're fresh. Get it done early and you'll feel confident all day, making you even more attractive to potential clients AND the universe!
As far as motivating potential clients goes, set the intention (which, by the way, is the same thing as setting a goal) to move your potential client forward with each contact you have with them. Don't be afraid to be bold and ask for their business. I have landed nearly all of my best clients by telling them how much I wanted to be part of their solution in reaching THEIR goals. It's honest, full of integrity and heart, and magnetizing!
One more coach's request for you: please print out this newsletter and tape it to your bulletin board where you can see it every day. Think of me by your side each day, encouraging you that no matter where you are in you business—brand new, just getting by or already into 6-figures—you can make your "3 in 30 days" goal!
About the author:
Kendall SummerHawk, the "Horse Whisperer for Business" delivers smart, savvy ways 6-figure entrepreneurs can earn a wealth of money, time, and freedom. To learn more about her book, Brilliance Unbridled, and sign up for more FREE tips like these, visit her site at http://www.kendallsummerhawk.com
NOTE: You are welcome to “reprint” this article online as long as it remains complete and unaltered (including the “about the author” info at the end). I would also appreciate a copy of your reprint sent to kendall@kendallsummerhawk.com