What would you do if you needed several new clients right now? That’s the dilemma a business owner I know faced last week. Two of her best long-term clients unexpectedly needed to cut back, and she was suddenly facing a cash-flow crisis. Luckily, she’s resourceful … and her solution is something you can replicate.
It can be tough being an entrepreneur/small business owner/solopreneur. But what sets us apart is our entrepreneurial grit. That’s why the solopreneur mentioned above set a goal of calling everyone she has exchanged business cards with in the last 3 months. She’s not begging them for business, but she is listening when the person she calls tells her what they do, making connections when she can, and explaining what she does. And, very importantly, asking if they know someone she should contact who could use her services.
Picking up the phone and asking for business does not come easily to her. And she sometimes forgets that crucial last step: asking for business or a referral. But I’m betting she finds the new clients she needs. Last night, I stumbled on a Forbes article that reinforces the point:
…salespeople who make more calls will almost always outperform salespeople who make fewer calls. That’s no surprise, but here’s the key point: This doesn’t happen just because the act of making more calls mathematically raises the chances of success. There’s much more to it. By facing up to the task of making a call, frequent callers put themselves on a faster learning curve. They discover more rapidly what works and what doesn’t. They’re quicker to learn techniques that overcome rejection. Thus, their success yield will improve–i.e., double the calls, triple the sales. [Smarts in Business Is Not About IQ]
The concluding sentence of the article says it all:
In the real world it’s grit that makes us smart.
Let’s end with an entrepreneurial call to action:
Create a plan for the next time you need new clients right now.
Amen!! What a great article. I still find it tough to pick up the phone and cold call but I am usually glad when I do and I have been in sales for years. Asking for what you need is also an important piece of entrepreneurial grit and success! I find that women often find it difficult to ask for the help and support they need. I have found that the more I reach out, the more fun and I have and the more money I make.
Minette- Love that you correlate reaching out and making calls with having fun. One of those pieces of self-talk we need to do [“This will be fun!”] to add a smile to our voice when we make the calls!
Every so often, we need to be reminded of the necessity for entrepreneurial grit. Thanks for the reminder.
Now I’m off to planning my next steps for when I some clients…
Flo-
Glad the reminder was helpful. Thanks for you comment. Love your blog, BTW. As a former teacher, I know that your tips really work!
Hey Maura
Oh! How I can relate to ANYONE who struggles with talking over the phone – I suck at it. PERIOD. But the following excerpt is making me look at cold-calling from a completely different perspective:
“By facing up to the task of making a call, frequent callers put themselves on a faster learning curve. They discover more rapidly what works and what doesn’t. They’re quicker to learn techniques that overcome rejection”
VERY interesting – maybe I can remember this when I make those cold calls to some NPO Participants. I am going to talk to them for a story – give me the strength, dear 😉 hehe
Absolutely love your client and absolutely loved your tip…thank you so much #HUGSSS
Kitto
Kitto-
I found the article gave me a different perspective too. Good luck with your calls!