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Attracting Bigger and Better Clients

This is one of my favorite topics. This month at the MDB SS program we are going to focus our attention on client attraction. Specifically looking at how you can attract bigger and better clients. This needs to be a primary focus in building a MDB yet is so often pushed aside for smaller and less important activities.

Why? Why would I spend hours on meaningless tasks, busy work, and chasing smaller clients around for pennies when I know, you know, and the whole world knows the best way to success is to get paid more for doing less? That means attracting bigger opportunities and getting paid more for the work you do.   

What most small business owners do is focus their efforts on the most pressing and important tasks that need to get done. While this strategy seems absolutely necessary based on the amount of “stuff” there is to do, it actually only serves to create the endless “hamster on the treadmill” effect which simply leaves us feeling exhausted and worn out without much progress toward our big dreams.  

 Here are three tips that I’ve used in my business over the past 11 years to attract million dollar level clients even when I was too young, too inexperienced, and completely unknown in the community.

Tip 1- Understand that you will never get “caught up.” I know this sounds a little pessimistic, but this is what my coach has taught me is an unrealizable fantasy. Thinking that if “this” gets done, then I can do “that,” only leads to procrastination of my dreams. The reality is that there will always be something else that needs to happen before you can go after what you really want. You have to start doing what you want NOW! Find a way, make it happen. Git-r-done!

Tip 2- Ask for what you want. You miss 100% of the shots you do not take. There’s no way to hit a homerun if you don’t step up to the plate. I suggest hedging your bets and starting with the people you have the strongest relationship with first. It’s easiest to ask a favor of the people you have a comfortable relationship with. Make a list of those people. Clearly identify what you want. Ask them to help. Nobody gets to the top by themselves and people love to help the ones they care about. 

Tip 3- Tame the drunken monkey…and I’m not talking about that really good noodle dish at theSzechwanPalace. I’m referring to that annoying voice inside your head that chatters like a drunken monkey. It’s the one that says “no,” “don’t,” “you shouldn’t,” “wait,” “hold off,” “you’re not ready.” You have these thoughts, I have these thoughts, and so does everyone else on the planet. It’s natural, however we cannot let the drunken monkey run our business. My greatest opportunities came when I became conscious of the thoughts that were flowing through my mind and deliberately replaced the bad ones with the right ones. “Yes!” “Go for it!” “I can do this!” “Give it a shot.” Whatever your limiting thoughts or beliefs are it’s time to replace them with ones that will benefit you in the long run.

Attracting bigger and better clients has little to do with the prospect and a lot to do with you. Follow the sage advice of success guru Jim Rohn and always be “working harder on yourself, than you do on your job.” Find a way to take action on the things you want now, reach out to those who are dying to help you, put the drunken monkey back in his cage, and watch the great opportunities magically appear before your eyes.


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  1. Brian Rideout | Mar 23, 2012 | Reply

    Love it Troy!

    Just shoot the monkey and get him out of our head once and for all.

  2. Matt | Mar 23, 2012 | Reply

    Good article! Thanks for sharing!

  3. Matt | Mar 23, 2012 | Reply

    Good article!

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