Shift your focus.
Inevitably, when I get into the nitty gritty with one of my clients about what’s in the way of them signing new clients, the root of the issue is some variation of self-focus and self-consciousness.
I hear things like:
“I don’t like to ask them to become a client.”
“If they want to hire me, they’ll ask me.”
“I’m not good at sales.”
“I don’t want to ask them to pay now because their first session isn’t until Thursday.”
“I don’t have my website up yet.”
Where is the focus? I, me, my concerns, my ideas.
As the sun does not concern itself with whether or not it feels like rising today, so too can we show up and serve without concern about nonsensical internal chatter.
(Photo credit: Eric Saltmarsh, Eldorado at Santa Fe)
What if we shift the focus of ourselves and onto the potential client?
Why might the client need us to ask them to become a client? Because change is scary. They are hiring us to support them in making changes. What happens if we start supporting them now by asking them to become a client so they can receive support throughout the change process?
What happens for the client if we wait for them to ask to become a client? They find many clever ways to procrastinate, forget, resist and wander away from the very changes they would love to make.
What if you quit thinking about how good or not good you are at sales and instead put your focus on serving the client? Would it serve them to sign up with you now? Then sign them up.
If the person in front of you has told you they want to become a client and scheduled their first session for Thursday, then have them seal their commitment to themselves by having them pay now.
A client is not signed up until they pay. No exceptions.
And, if they aren’t signed up, they’ll find many reasons to change their mind about meeting Thursday. Take that fretting of the table for them. Now.
And, what does having your website up have to do with your clients’ needs? If someone is in front of you now, ready to change, sign them up. Whether you have a website or went for your walk this morning.
If you would love to serve more clients and make more money in the process, then take your focus off yourself. Put your focus on the needs and concerns of the people in front of you. Be prepared to be amazed by how many new clients you sign!
As always, I’d love your thoughts and comments below.