Client Acquisition and Networking (and Head Kicking)

Contributed by Dean Karasinski of Seven Leaf Clover
http://www.7evenleafclover.com/


People always use the cliche phrase “No one ever said it would be easy”. I, for the most part, completely disagree with that as most things come easy to me but there is one thing it is holding true for and that Client Acquisition and Networking. I have been talking to people and reading books trying to figure out the “best way to do it” but the only thing I have figured out is that there is no best way. Sure there are strategies and great tips but you have to practice them and you have to make sure they work for you. The only way to actually do that is to go out and use them on real people.

Trial and error my friend

It’s the most nerve racking part of the whole process. You feel you have read and absorbed most of the information you have been seeking, it’s starting to repeat itself. So you figure, OK time to go to work and make this happen, you psych yourself up and say “OK I am ready” you get to your networking event or client meeting and you start talking. You can literally hear yourself breaking down and spewing out verbal diarrhea and it’s dripping down your face.

Terrible right? Well don’t feel bad because it happens to everyone. You feel like an idiot, yes, but it is not the be all end all. Just look at it as a learning experience you can now say that you have done it and move on to trying it again. The key here is repetition, you are going to hear NO alot and at first your are going to mess up a lot it takes time to craft your story and your pitch and your persona and so on. Eventually it will all come together.

A Numbers Game

Absolutely. The more people you go through the more clients you are going to get. There are some who argue that yes it is a numbers game but you can increase the number of sales you make. And I say to them how… It takes courage to just get on the phone unsolicited and call up a company and try to get them to switch to your services, it’s not for everyone but you should try it. The point is you have to go after a form of client acquisition that is for you and plays to your strengths.

Keep Your Head Up.

Think about it this way. Who else do you know that is trying to craft and carve a life for themselves? Probably not too many people. You are already ten steps a head of them because they have settled into a job. They are most likely not willing to step outside of their comfort zone and try to give it a go on their own. Simply by talking to people and making business calls you are improving yourself, a little social skydiving if you will.

Keep at it

The main thing is to keep at it. Sure it sucks being told no, or being hung up on, or not even getting a chance to talk to anyone, but that is just the nature of the game. By doing this over and over again you will get better at it and you will eventually get your first yes. Think of how great that will feel? I will leave you with this little tidbit that always inspires me. Colonel Sanders (yes the chicken guy) received 1,000 consecutive no’s before he made his first sale. 1000 in a row! How many of you would have even gone to 1000? What would have happened if he didn’t get the sale on the 1000th? He would have gone on until he got a yes. How awesome is that? It keeps me moving when I am feeling frustrated.

Please share any stories you have with us and maybe we can share tips and get a cool discussion going.