Catching the big fish
You likely have some great clients now – those ideal clients that are of reasonable size and you are comfortable – but, have you ever asked yourself: “How can I get a larger client?” You really do want to get that larger client in the mix because it means a lot more business with relatively the same amount of admin work and that can mean huge profits in the long run.
Changing leadership levels
You may not have thought of this before, but as small business coaches, we’ve seen this time and time again: Your income is directly related to your leadership level. It’s important to remember that the company is only as big as the leader. Making one small improvement to your leadership level will cause a ripple effect in your income capacity. You can have the knowledge & understanding of the sales process, but may still not be able move the potential client forward. Without a strong leadership posture, potential clients will push against you.
You have to change the way that you are working with your leadership. What does that mean? People want to work with like-minded people. They want to be influenced by like-minded people. If you have a certain size of client that you want to work with, ask yourself these questions:
“How can I get associated with those people that are doing more business?”
“How can I get introduced to a client that may be 10x the size of the clients that I got right now?”
“How do I get involved with them?
It’s about influence
See if you can get to the events and activities that they are at. Is there a club (Rotary) that they are part of? Get to meet them and discover them as real people. That is the thing this is going to drive you towards them and ultimately build relationships with them.
Leadership dictates the outcome of what you are doing in your success. Keep that in mind. If you want a larger client, you will have to ramp up your leadership.