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Don't Pursue Clients, ATTRACT Them

Don't Pursue Clients, ATTRACT Them

Attract clients or pursue them?

While both methods of finding new business work to some degree, finding the right prospects through attraction is a lot more fun and, for professionals and entrepreneurs who provide individualized service to their clients, is usually more effective than finding them by pursuit.

Attracting methods involve drawing prospective clients to you: People who relate to you, people who have an interest in what you have to offer, people who share your values and beliefs, and people who believe in you. If you do it right, the people you attract are your ideal prospects. It’s a natural, comfortable, professional, and self-perpetuating process.

Pursuing clients, on the other hand, means spending a great deal of time and money in efforts such as advertising, e-mail blasts, or casting a huge, expensive fishing net of direct mailings to catch the next great client. One of the problems associated with this method is that people are so inundated with marketing messages that repeated mailings and advertising are necessary before someone will actually respond. This means more and more expense.
When the growth of your business relies on pursuing prospects rather than attracting them, the effort to find new prospects through these same methods is continual. If you stop the pursuit, the flow of prospects stops.
Attracting involves two components:

~Being “attractive,” and

~Giving your target clients an opportunity to connect with you.

Being attractive. By being attractive, I don’t mean having an attractive appearance, although you do need to have a professional appearance. An easy way to understand this is to ask what kind of people you are attracted to. Who do you enjoy being around? What character traits do they have? What personality traits do they have? What is it about them that attracts you?

Some traits are universally attractive: personal integrity, having a life purpose, and passion. People want to be around a person who is clear about who he or she is and what matters to him or her. Such a person is often viewed as a leader.

If you want to be attractive, become clear about what matters to you, and then work to develop a clear, clean, concise way to let others know what it is.

Giving your target clients an opportunity to connect with you. There are a number of ways of giving others opportunities to be with you. Most of these involve getting out of your office and interacting with them. That means going where your prospective clients can be found, talking to them, and letting them know what you are all about—not just as a professional or business owner, but as a person.

Attraction methods include serving your clients on a level that makes them want to tell others about you and learning to ask them to connect you with more people like them. It also includes speaking and writing about you and what you do.

Start interacting with existing clients by being a friend and trusted advisor. Allow others to understand who you are and what you do. Once people have an idea who you are, you will attract the ones who relate best to you.

Dont Pursue Clients ATTRACT Them - To learn more about this author, visit Sandy Schussel's Website.

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George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website

Anne Barr
Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website

Kim Castle
With nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website

John Power
John Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website

John Brennan
John Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website

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(Visit Sandy's Website) Sandy Schussel, is the "More Clients" Coach who went from being a rainmaker for his law firm, to running his own seminar business, to being hired as the national sales training director of a financial services brokerage. He is the author of the acclaimed book, The High Diving Board: How To Overcome Your Fears and Live Your Dreams. Visit Sandy’s website at BrassRingCoaching.com and sign up for his free weekly e-letter, REACHING…