But, I don’t have a blog? Get one!
Most people just focus on acquiring clients. Their mentality is not far from a rickshaw driver’s who only wants to know, “Where are you going? Do you need a ride?” Prospective clients often want to get to know you first and don’t just want to start off talking about the work. Don’t hustle your clients, engage them instead!
Engage your prospects!
If a client talks to ten different companies, and one of those companies pleasantly engages them without any pressure, two months later when they make their decision who to hire, which one will they remember the most favorably? That’s a no-brainer! They will remember the one who engaged them, who told them charming stories about their clients, and about life in Dehra Dun, Mumbai, or wherever you might be.
Being a good businessman is more about understanding margins, numbers, hiring, firing, buying and selling. It is about engaging, and engaging with stories. Obviously, you need to be able to explain to others what is unique about your company and why they might consider hiring you. It’s good to keep in touch regularly just to remind them you are still there if you didn’t hear from them. But, tell them a story about something your client did and how they became successful using your service, or perhaps some other unrelated service. Tell them the story about how last week you had to go hungry because an elephant at a parade in Nashik grabbed your banana right out of your hand and ate it! Ask them if they have ever been to India and engage them in a conversation where they might tell you their stories too! If you want to get clients, get close to people. People will trust you more if you are nice, entertaining, and if they get to know you a little!
But, what about blogging?
You can’t tell someone a story if you haven’t met them yet, but you can blog a story to them! People find me on my blog every day. They like the crazy stories I tell on my notary blog. They like the tips and the nit-picky technical points I make. They sort of get to know me before they have ever talked to me. Blogging allows you to be personal, interact, and get people to know you, before you ever talk to them. Then, by the time they talk to you, they already sort of know you — or at least know a lot about you. So, think up some stories. Hire a writer to help you. Put your stories in your blog. Tell them how you had one client who came to you and he became a millionaire partly because of the help you gave him. Then, tell them about the time you had a head on collision with a cow while in a rick-shaw. Share, entertain — blog!
And remember, don’t sell by selling — sell by telling stories. It’s more fun and works better!