My wish for you?
NEVER chase a client again.
Yes, I’m serious.
I understand that as a coach you need clients.
You have bills to pay….obligations to meet.
And yes, clients are the lifeblood of your organization.
But that does not mean you should get them by any means possible.
Chasing clients will kill your business – fast.
Here are 3 reasons why:
1. Chasing Kills Respect.
As coaches, we think our job is to woo clients.
We have to give them some free advice or buy them a nice lunch. Let them know we really want to work with them. We tell them how much we can help. We call them over and over to see if they’re ready to sign. Maybe we even reduce our prices.
The problem with that kind of selling is we are leaning in too much—it reeks of desperation.
Let me change the subject for a moment. Would you want to date/marry someone who is chasing you? Someone who is way too available? Someone who begs for your attention?
The simple answer is NO!
Well, the same rules apply in business.
No one wants to work with someone who appears to be desperate. For starters, it undermines your credibility. If you are so smart—positioning yourself as the expert—why are you begging for work?
Clients don’t like it.
They lose respect for you.
They lose respect for your value.
When you chase clients – especially if you’re offering them freebies and/or reducing your rates – you put yourself in a negative position before you’ve even started.
2. Chasing is a Recipe for Total Burnout
A client you had to chase will cost you more than respect and money.
They’ll cost you tons of valuable time.
They’ll question everything. Your expertise. Your authority. Your suggestions.
They’ll fight you every step of the way because they don’t trust you. And that’s a recipe for absolute disaster.Because it is very difficult to get results for a client who doesn’t trust and respect you.
The vicious circle will be complete. You beg. The client never really trusts you (or believed in your authority). The results suffer. The client then walks away leaving you with a bit of money but no referrals or long-term client.
As long as you’re chasing new clients, you’re not providing added value for your current clients. -Taki Moore [Tweet This]
3. Chasing takes you away from current clients.
Do you know how many phone calls and how many hours it takes a typical salesperson to set one appointment? 8 calls and over 6 hours. For ONE appointment.
As long as you’re chasing down new clients, you’re not working on providing added value for your current clients. The kind of value that makes them want to stick around.
And here’s a little secret: clients who stick around are the happiest and most profitable.
It’s a lot easier and cheaper to keep a customer than to land one. But if you’re not providing anything new, anything of value, they’ll move on. And for every client you lose, you have to get 2-3 to replace them, especially if you’re cutting your rates.
Stop Running & Get Creative
So how do you get clients without chasing?
You need to get them to come to you.
And it’s easier than you think.
You have something of value to offer (and if you don’t, you might want to question why you are in the coaching business in the first place)
Figure out what is unique to your business.
Write it down. Record it. Blog it. Get it on video.
Get it out there.
Where everyone can see it.
Show don’t tell
Then you can stop chasing.
And start cashing in as clients come to you.
If you are interested in exactly HOW to do this, let’s talk.