8. Finding New Clients and Sales

Easy, move from passivity and wishful thinking into passionate and focused proactivity.

Okay, maybe it's not as easy as we'd like it to be. However, in my experience, it's often easier than our minds make it out to be. Our imaginations can conjure up future scenarios of rejection and failure that don't reflect reality and discourage us from taking meaningful action.

As with everything you do, the energy you bring to the activity will dramatically influence the outcome. If you approach the task with an energy of lack or self-defeat or an attitude of “I don't want to do this,” you will only create experiences that reinforce and build upon that particular (negative) energy. Instead, we must find a way to approach the task with a constructive (positive) energy that fuels the activity with purpose, passion, and play.

Finding Clients and Customers

Firstly, as a suggestion, you’re not merely looking for “clients and customers,” so you can make money, what you’re looking for are these three things.

• Growth opportunities to… (Understand, Improve, Connect)

1. Understand your ideal client
2. Improve your ability to communicate effectively
3. Connect more deeply with the humans you want to serve

Do you know what these three things have in common? They all require you to reach out to people who may be the type of person you are here to serve. To learn and develop these growth opportunities, you must find ways to connect with potential clients and seek to understand where they are currently and where they would like to be in the future.

As you do this, understand, improve, and connect, you will naturally accomplish 2 important and required things.

1. Having unwavering confidence and comfortable ease when it comes to sharing your message.
2. Create a list of potential candidates to choose from, to determine who you will support and who has the highest chance of success.

When it comes to finding clients, there is an important attitude shift that I consider a secret weapon. I share this weapon with those I work with directly, and I always see their eyes and hearts light up when they realize the potential.

Attitude shift: Move from… prospecting for clients to → direct human research for the sake of your growth.

Sales

Probably the biggest hindrance for all solopreneurs is the selling process. We tend to have so many distorted perceptions about what selling is and why we should avoid it at all costs. This distortion pushes away so many opportunities to grow in your ability to sell authentically, passionately, and effectively.

These distortions are understandable though because numerous examples of people are doing the process of sales in a fear-based and manipulative way; however, this isn’t the nature of sales itself, rather that method speaks only to the energy being brought to the sales process.

Here are 3 common distortions about the nature of sales

1. I have to convince (manipulate) someone to give me what I want
2. People only buy things they can comfortably afford
3. Sales are only for a certain type of person

Here are 3 truths about the nature of sales

1. Sales are your ability to clearly and effectively communicate value
2. Sales are about your ability to deeply listen than about talking
3. Sales are solely about what they want, NOT what I want

Here's the beautiful thing: if you accurately follow the steps outlined in this course, the sales process becomes a more natural and seamless part of the process. If you, instead, skip all the previous stuff and try to go straight toward selling, you’ll most certainly be hit with a massive resistance that tries to force the process. This will leave you feeling gross and out of alignment with your heart. If that’s the case, then it would make perfect sense why ‘sales’ feels or tastes bad.

If you’re not adequately prepared for the sales stage, in a HeartBased way, you’ll bring an energy of fear to this required part of being successful. As mentioned, the energy of fear will only give you fear-based results.

Here are the Four Pillars of Sales, the HeartBased way…

1. Value First, then Sales by Invitation
   • 90% of my time is focused on listening and offering value that supports you, regardless if you buy.
2. In Service to your Heart
   • I'm here to freely help you make a value-based decision that serves your heart and life journey.
3. Transparency
   • It’s quite possible that what I offer might not serve you, and I’m 100% okay with that.
4. Mutual Alignment
   • Please help me understand why you feel I can (or should) help you.