How To Attract More Clients
By
Steve Mitten B.ApSc, CPCC, MCC
To
get where you are today, you have probably done quite
a few things right.
You have most likely focused a considerable amount
of attention on the basic
"doing"
side of filling your practice; finding your niche, creating
the plan, making the calls, giving the presentations,
etc. However,
how much attention have you directed to the "being"
side of this process?
Specifically, what consideration have you given
to the way that you conduct yourself and interact with
clients and prospects alike?
This is an important but often overlooked aspect
of running a successful practice that deserves greater
attention.
And just to be clear, this is not about
learning some quick-fix technique to better bamboozle
someone. Rather it is about the fundamental process of developing the
underlying character, beliefs, perspectives and habits
that most honor and create the most value for your clients.
(Here we are safe in the assumption that if you
create more value for your clients, you will be rewarded.)
So
here are some tenets that may warrant consideration,
if you want to get your client and prospect relations
to the next level:
Be
your authentic self.
- When you attempt to be something or somebody
you are not, you will come across as a phony, regardless
of how well you think you are hiding it. (In these days
of mass media, where we are all exposed to hundreds
of pitches each day, we have all become very astute
at detecting the insincere.) Being genuine, working with your own unique strengths, and
developing your own natural style, will allow you to
connect far greater with people.
Be
outwardly focused, look to create value. -
If you conduct your business with a "what's in it for me"
attitude, you will have a hard time hiding that from
others. People
will pick up that it is all about you.
However, if you base your career on a desire
to genuinely create value for all those you meet, or
are in relationship with, your success will follow.
Listen
intently
- This
really honors people.
It is one of the most effective ways of conveying
the message, "I value you and am really interested
in what you have to say."
To the extent that people feel understood, accepted
and valued, they will view you as worthy of their trust.
Listening well takes intention and patience.
It is a skill worthy of study and practice.
Notice
your judgments.
- It is very natural to have judgments.
Just be aware of yours, and don't let them affect
your behavior unless doing so serves you or your client.
Seek to find the gift and learning in people's
differences.
Be unattached. - It
is healthy and productive to have clear goals and intentions
for your career.
It is natural to have hopes and expectations
surrounding the behavior of your clients.
However it does not serve you to have a strong
emotional attachment to a specific behavior or outcome.
Nature delights in foiling the best-laid plans.
Be
positive.
- Look for the possibility of good in all people and
events, and cultivate and share your natural enthusiasm.
It is infectious.
Much
of the impact of practicing these virtues stem from
the fact that the majority of our communication lies
beyond the actual words we speak.
The above-mentioned qualities, if practiced,
will allow you to better connect with your prospects,
and clients, and inspire them to build mutually beneficial
relationships with you.
Finally,
all these "being" habits are best cultivated,
and naturally spring from, a healthy, balanced lifestyle,
that allows you to enter each day centered in the principles
that you choose to live your life by. Finding that lifestyle is the surest guarantee of your success.
**********************************
Steve Mitten CPCC, MCC, 2005 ICF President, works with
leaders, executives and independents wanting to create
extraordinary meaningful and successful lives. Steve
is devoted to raising standards in the young profession
of coaching and through his coaching programs and book,
Marketing Essentials
For Coaches, has helped hundreds of coaches find
an affordable and authentic path to commercial success.
Article is free to be reprinted as long as author's
bio remains intact.
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