“Stop selling, start helping” – Zig Ziglar

When asked whether you’d prefer to get a root canal or get on the phone and cold call prospects for new business – I suspect you’d be like the majority of folks and choose the root canal.

Frankly, I would too.

Prospecting for new clients is hard, awful work. It’s actually a very outdated practice, and if you or your sales team are still spending your precious time actively prospecting for new customers, then it only means one thing – your marketing is not doing its job.

The far better way of attracting new business reverses this dynamic. Instead if having to chase people down to get their attention - instead, by deliberate, careful strategy (which I explain how to do below), your marketing “attracts” them to you.

Just think what this change would accomplish for your business.

Here are three easy ways to strengthen your marketing, make it “attraction based” and put an end to painful prospecting once and for all:

1.) Implement a marketing strategy that focuses on positioning instead of selling. By that I mean positioning yourself in your market to ensure good, qualified potential customers can find out about you and seek your expert assistance to solve their problems.

This can best be done by writing white papers, articles, blog articles, or best of all - a book (that you could author in your lunch break!)

2.) Don’t let any leads go to waste. It was billionaire entrepreneur and ex-super model Kathy Ireland who once told me that “no” doesn’t mean no – it just means not now. Implement a follow- up direct mail campaign, auto responder sequence and get them added to your drip marketing campaign. Your prospects might not remember who you are in a week, let alone in a couple of months’ time when they’re ready to buy! Some of the biggest results we’ve achieved for our private clients have been by way of designing a multi-media follow- up marketing system for their businesses.

Your business might not even need new leads – perhaps all you need is a better way of converting the ones you have!

3.) Be of more service. As one of my favorite business mentors Zig Ziglar used to say, “start helping and stop selling”.

It’s truly rare to find someone who truly cares about their clients and the results they get.

Become that person for your clients and your competition will be left in the dust!

Need more ideas on how to attract all the clients you need? My new book, The Client Stampede has all the answers to your marketing problems.