As a small business owner you know that it’s your responsibility to get out there and find the next client.
You’ve finished a project and are becoming anxious who will next be on the agenda. Fear not! If you can carry on a conversation you can find a client.
You may assume this couple is traveling together.
But, what if it were you awaiting your departing flight for a week’s vacation and this gentleman sat next to you, laptop on the ready. As a business owner you have (hopefully) learned the art of carrying on a conversation with a stranger if you are in a safe environment.
You notice that he is fiercely working the keys. You might ask if he’s on a deadline considering he’s working while waiting for a flight. A conversation about work can lead to sharing referrals or a future client.
∼ CONSULTANT ∼
More often than not, I find it quite interesting to hear people’s response when I tell them, “I’m a consultant“. Some say “really?”, while others pursue it further and ask “what field?”. That second response is the opportunity. Use it or lose it! The 6-8 seconds rule posted earlier on my web: describe what you can offer a potential client in 6 seconds or less…some call it the “elevator pitch”. In my case I basically ask, “need a good writer?”
Yes, you still should be carrying business cards! Hand it to individual you are talking to and tell them to call you. Then, ask if they have a card. No wi∼fi connection required!
If you receive a business card make a quick note on the back “met at airport” so when you find it in your pocket, at a later time, you will remember the conversation. Later, drop them an email or smart phone text when you return from your trip: “enjoyed meeting you at airport the other day. Here’s my web link“.
Be sure to ask just two key questions in your text or email. Don’t make it too long as most professionals are busy, busy and are completely turned off by long emails, especially long emails from a new acquaintance!
Same is true of anywhere you go: put a few cards in your pocket. I have spoken to many professionals who still rely upon business cards, even while on international travel. They are not passe` as many millenniums, who depend totally on technology for contact, would have you believe.
I was in line at the supermarket a month ago. In front of me was a man with a logo t-shirt of an electrician service. I tapped him on the shoulder and asked if he owned the company. He said “no, just work there“. I asked him if he had a company card, “no sorry, they are in the truck“. I told him I had a friend who owns a business that happens to be looking for an electrician. This was true but his brushing me off just cost his boss a potential job. But as an employee vs. being the business owner, many employees are not in that mode of thinking “new client”. It would be prudent to teach them they ARE a representative of the company.
“To truly prepare for the unexpected, you’ve go to position yourself to keep a couple of options open, so when the door of opportunity opens, you’re close enough to squeeze through.”
∼ Pierre Omidyar…..founder of Ebay
