The Desert of Arizona
Partly Cloudy 79 Degrees
The thing I didn’t realize for a long time about client attraction is that it never ends. If you’re not “attracting” the client, or the next sale with a client, then what exactly are you doing?
I never really thought about that. And that’s why, once the signature was dry on the check, Mr. Jason would turn into a people pleaser. This is what he thought he should do to prevent him from “losing the business.”
It might sound bizarre to hear me talk about myself in the third person, but I do that because it wasn’t really me. Not the BIG me, anyway. The people pleaser was the small, scared Jason I allowed to run the show.
Eventually, I wised up.
99% of the time, you’re GOING to lose the client. Eventually, “all clients go to heaven…” It’s just the nature of the game. They come, they go. So accept that up front and stop ruining the relationship prematurely by turning into a people pleaser.
Leaders don’t do that. They focus on the goal, not on protecting their interests at the expense of the goal. That’s weak, and people can feel it when you’re doing that.
The solution begins with awareness. Next time a new client comes onboard, pay close attention to whether there’s a shift in your behavior after they become a client.