The success of a business is contingent on growth, and growth is only possible with the acquisition of new clients or customers. However, getting clients isn’t easy. Getting the first client is even harder. Through my struggles, and yes I mean STRUGGLES, I have learned how to get that first client. Not only is it a tremendous achievement, but it is also a huge relief because of the associated stress of “nobody wants my product/service.” Let us briefly talk about the ideas that I used to get my first client.
If you have ever seen the movie “Boiler Room,” you are probably familiar with the two phrases: “Act as if” and “ABC: Always Be Closing”. {Random Note: Boiler Room was a really bad movie} To get a better understanding of what I am talking about, let me clarify what these two phrases really mean:
Act as if means just that, act as if you have made one thousand sales already. Act as if your product or service will solve all the needs of your client (this hopefully isn’t too far from reality). When you convey confidence, your prospective client gains a sense of confidence in whatever you are selling. The second term, ABC: Always Be Closing, means that you should always be selling the benefits of your product or service, even when you are not talking to a prospective client. By getting in the habit of selling your product to others, you will easily gain a belief and comfort in your ability to properly discuss the positive features and functions of your product or service. You never know when a regular conversation turns a conversation into a transaction.
Beyond these two ideas, the sales process with your first prospective client should be strictly focused on meeting the need(s) of that person or company. Don’t worry about selling your biggest or best product, or making the largest margin on that sale, focus on getting the sale. Always talk in terms of needs and solutions as it relates to the client. If the prospect is better suited for Product A, don’t try selling Product B. Focus on why your product is better than its competitors and how this will make your prospect’s life easier. This may prove more difficult than it sounds, but trust me, it is better to get the sale then to haggle or up-sell.
Finally, my last tip for getting your first client is to turn every “No” into a referral. What I mean by this is to make sure that if a client says no to your product or service, ask them if they can help you provide your beneficial services to other companies or people. This can only occur if you have been respectful toward the person and have not been a pushy sales person. I hope these tips really help you get your first client. If they do, reach out to me and let me know. If there are additional tips that you think should be mentioned, list them in the comments section below.
Here are some GREAT links that you should really check out:
http://www.buzzle.com/editorials/2-13-2006-88745.asp
http://www.toiletpaperentrepreneur.com/blog/how-to-land-the-first-client
http://thecorporatefugitive.com/site/how-to-get-credibility-before-getting-customers
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