How to get your first client

You could say I’ve been selling my whole working life. My first glimpse into adrenalin rush from making a sale came was I was 15 years of age, working in a shoe shop. For those of a particular age, you will remember the highly stylish chain, Freeman Hardy Willis. It was there I cut my teeth in the consultative sale; finding out what people needed and providing them with the (shoe based) solution! For me, sales is all about problem-solving which was continued through my short stint selling confectionary, into recruitment and, now, selling my skills and support as a coach. Yet it can be a scary concept for someone starting out in business or a sales career; this concern shows up all the time as the most common business coaching questions I get is “How do I get my first client”?

It can be a natural thought that the best way around the fear of selling is to get someone else to do the selling for you, yet, we all know that people buy off people! So initially at least, YOU are the best person to sell yourself. If you do decide to outsource the business development, advertising or marketing of your business, you need to be clear on WHO YOU ARE. If this is hard, a great consultant or mentor will help you through this process.
This is relevant even if you are selling a product, there needs to be a voice or personality behind the brand . Just think around the difference between buying an Innocent Smoothie or a Supermarket Own Brand. What comes to mind when you think about the two options? Innocent is the cheeky, all natural and quality product, whilst the own brand is the one that is cheaper, maybe less exciting and, well, just a smoothie. There is a voice, a personality and a purpose behind those products.

The majority of my background is in a service-based industry, where you are promoting and selling a concept. During my recruitment days it was the benefits of someone else doing the recruitment process for you, then actually promoting the people I represented; another level of abstract sales, as it would be based around the candidate’s past and their potential as the selling point.  Now, the service is the insights and results that you get from working with me.

 

 

 

As a species, we find it easier to understand why we need STUFF. Why purchasing something we can hold and see will add value to our lives or business; when it’s a service or a concept it can seem a little harder to visualise. Because of this, the first point you need to get very clear on is …

IS THERE A NEED?
We have all been there are business owners. Getting excited about our idea and just rushing on convinced others will want it. Have you done your research with the people that you think will want to buy your product or service? Have you asked them if the solutions you are offering actually fit their need? Are they prepared to pay for it?
Now, don’t be disheartened, those innovators out there who are ahead of the market may be actually creating a sector that is a little ahead of the zeitgeist; just think of Airbnb and Uber. But you need to get clear on the potential for the idea. Then, use this feedback to develop your idea and focus your message.

Now, this is where I get a little harsh. You only have a business when you have profitable income; so get clear on what you need to price point to be; you need to cover your costs, your business costs AND any cost it has taken to deliver the service or create the product.
Both of the need and the price will be a work in progress – I’m nearly five years in to The Balance Collective and it’s an evolution!

 

 

 

Now, the question you are waiting to be answered: How do I get my first client?

There will be lots of different “gurus” and business consultants that may answer this question in a different way. But I will tell you how I got my first client.

It may not be rocket science and certainly doesn’t have a six-figure system. But I know it’s something you can do.

Now, I am assuming you have done a little bit of research, worked out the first thing you are going to sell and the pricing. Yep? OK, now, here we go.

I TOLD PEOPLE.

Yep, that is can be that simple.

I had worked on what I was doing, how I would deliver it and the cost; I reached out to people that I knew professionally and told them what I was planning to do. You see, I had a good reputation in the sector; the service I was delivering wasn’t a million miles away from the day job. I didn’t need to convince them of the power of coaching or personal development. I had been working with a small group of people, low cost, in exchange for a case study and testimonial, so I had the social proof of what I did worked.
This social proof was linked to the FIRST THING I was looking to sell. Coaching for parents – over the years the services have evolved, but at first, it was specific and focused.

AND THEN I KEPT DOING THAT

I show up nearly every day socially (LinkedIn and Facebook)  I write on my blog (HELLO!), I joined in conversations at networking events. I took a few risks on what I was doing and offered to speak, initially free of charge, to be able to develop my brand. And since then, the clients have kept coming.

What can you learn from this?

People need to understand what you can do for them, want to see how others have benefited and want to buy from someone they KNOW, LIKE and TRUST. Irrespective of your career path currently, you will have people around you that will be part of those stages; they will be your champions that will help. They will share your content, give you feedback or connect you with people that may need what you do or make. Some of these may become clients too, but don’t just slide into their DMs and sell them stuff! No-one like that approach!

You need to show up and share your message confidently and consistently. You need to let people know what you are doing, more than once. You need to make it easier for people to understand what you do and why they, or their friends, need it.  Be patience, be tenacious and be resilient.

THAT is the making of a small business owner.  That is how you will get your first client.

Want some hand-holding to bring your business idea to action? Be The Boss, has its next round of group coaching support starting on 1^st July. Click here to find out more and join.

Want to see how I can help you take the next step in your Career. Book in a call here.