Tweet

Sales Coaching – How to Find Clients

Written by: Cheryl A. Clausen

Article Overview: What do you do when you are just starting a business and need your first client? What if your existing clients have closed their purse strings? What if you just want to grow your business and the only way to do that is to get more buyers?

Sales Coaching – How to Find Clients

What do you do when you are just starting a business and need your first client? What if your existing clients have closed their purse strings? What if you just want to grow your business and the only way to do that is to get more buyers? In all three instances you have to find a way to get clients willing to pay for your services. There are lots of ways to get new clients. Before you set out to do any of those things you need to prepare to effectively get more new clients. That means the first step to finding new clients for your business is to prepare your proposition for business.

When it comes to a proposition many people mistakenly think of a pitch for your services as your proposition. Unfortunately, when you approach a potential new client that way you position yourself as an ordinary sales person. Once you put yourself in that slot it spells BIG trouble for your efforts to get more clients and more sales.

As soon as you put yourself in the ordinary sales person slot you trigger the defenses of your potential new client. Once that potential client becomes defensive they get extremely skeptical and they don't trust you. If they don't trust you they will never hire you as their service provider.

No one hires a service provider they don't trust. Trust is mandatory in any service business. Once you put your trustworthiness under question it's a tall order to overcome trust issues.

The other problem with centering your proposition on your services is you immediately trigger objections.

That's why you hear things like, "I already have a (insert whatever you do)".

That's why your certifications or level of experience come into question.

That's exactly why these potential new clients think of you as an expense they can live without.

When you develop your proposition think about what the people who buy your services are looking to get, solve, or overcome. Put yourself in their shoes and look at it from their perspective. Imagine if a software sales rep called you and asked if you'd like to buy their CRM program.

What would you say? No.

Now imagine if that same sales rep called and asked if you would be interested in some ideas to close more sales. I'll bet you'd say "yes".

The first proposition was about a thing. The second proposition was about what the potential new client wants the thing only comes into play if they have a need waiting to get filled.

Related Articles
  What "Better Questioning and Listening Skills" Do Sales Reps Really Need?
  Secrets to Filling your Coaching Practice
  Sales Coaching - The Big Differentiator
  Sales Team Transformation thru Coaching
  Real Live Coaching Call - Coaching a Salesperson

Article Tags: big trouble, certifications, instances, objections, pitch, purse strings, sales person, service business, service provider, shoes, trust issues, trustworthiness



Related Forum Posts
Coaching Women vs. Males - Tami, Do you have any clients from Eastern Canada? I was wondering if Coaching Clients from either Coast was any different. Also is it different coaching women entrepreneurs vs. males?
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Who Did You Learn Most From and Why? - Hi Martin, You missed out on the most essential community that helps you grow - Your Clients. Well, I believe that my Initial Clients have been the ones who have given me the moments of 'aha' in my business. They have stood by me even when I was a starter and that has helped me shape and build my stand. They have helped me grow as an entrepreneur, learn to have loads of patience and make the most of what comes across. They have also helped me to strengthen me as a person. btw, personally speaking, my Grandfather always kept me on track and lent me emotional support when I was down in any matter - be it business or otherwise.
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Different Hats - CEO Sales & Marketing & Leadership Development Company Strategic Vision 10 Alliances & Growth Strategies 10 Hiring & Managing People 8 Mentoring 8-9 Strategic Planning for Clients 10 Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty) Financial Management 9 Bookkeeping 3 (outsourced as I really hate the fine details like GST0 Administrative Follow Up 6-7 (again have great staff) Writing & Publishing 9 (getting better all the time!) Speaking 10 (so I have been told) Self Promotion 9-10 Web development & Promotion 6-7 (learning more and have brought on players who are 10+) Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have) Great topic Kevin!! Jude


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Igniting Your Unstoppable Business Destiny

Winning Market Share in a Tough Economy

How do I finance a franchise?

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.