The Desert of Arizona
Sunny 68 Degrees
There are basically two paths you can pursue to fill your business with clients.
You can chase or you can be chased.
I’m biased about which one you should choose, but I’m well aware that some successful service providers spend their entire lives in “chase mode” and do just fine.
The reason it’s important to think about this is that these two paths require two different skill sets.
Let’s say you choose the “I’m going to chase them” mode of operation.
Well, that’s going to take you straight to the world of selling systems and overcoming objections, and “following-up” and memorizing scripts for an endless number of possible scenarios.
While plenty of successful people have pursued this direction and “won,” it’s still pretty much the art of overtly manipulating people.
Now, I’m no saint here. So I’m well aware that we’re kind of all manipulating all the time in this big “bad” world of business. But the thing that I think about is, how does your prospect feel once it’s all over?
Do they feel satisfied, or do they feel used?
The attraction route, where clients “chase” you, is altogether different.
I guess you could argue this is technically “manipulating” people too… but I would argue right back that it isn’t. It is manipulation, but it’s manipulation of a SYSTEM within which your prospects are given free will.
They walk into your world as a client on their own two feet, under their own power. No one forces them to be there. No one even pressures them to be there.
That creates an entirely different feeling. It’s a feeling that is actually pleasant to the prospect. How do YOU feel when you finally get something you’ve wanted?
As I sit here today, celebrating a full 38 round trips around the sun, I know that I’ve chosen the right path for me.
I’ve chosen the path that allows me to attract clients with no need for secrets. I can do everything out in the open. I can even EXPLAIN what I’m doing right to a prospect and still feel good about myself.
Someone’s got to do the chasing, you just have to make a decision about who that’s going to be.