Finding Clients

November 23, 2009

Every entrepreneur is faced with finding clients, locating the people who want and need your services.  Here are four things to keep in mind as you promote your business:

1. First, know who your clients are.
Where do they hang out? What do they read? Who do they go to for information, support, and assistance? The more you understand them, the better a job you can do for them, and the greater your chances of engaging them.  That’s right: you engage your clients, not the other way around.

2. Spend time with potential clients in a variety of situations.
Go to the meetings they go to. Write in the periodicals they read. Meet them socially where they gather. Take them out for coffee, lunch, dinner. Get on the phone and have conversations they want to have. Discover what makes them tick. Study their circumstances. Ask them to educate you.  Provide ideas and resources in return.  Become allies, colleagues, peers.

3. Keep focused on improving their position.
Whatever happens, keep your eye on this ball. Interactions go up and down. People throw you curve balls. Circumstances change. Stay focused on what you can do to help your clients get what they want. Stay receptive to their response – it’s your feedback. Ask yourself what you can do to demonstrate that you can make a positive difference in their lives.

4. Demonstrate your expertise by providing high-value ideas. But, don’t give away the store.  This is the foundation of your trust, your capacity, and your business growth. The ability to deliver. Make sure they know unmistakably that you excel by consistently demonstrating your ability.

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