A chance comment at a VA forum made me realise that a new VA was using the scatter gun approach to finding new clients and was, therefore, trying to prevent travelling all over the countryside and use cold calling instead. Except she was unsure how to go about it. She’d obtained (legally) a directory for her target market and wanted to approach them all to introduce her business and was seeking advise about this.
I’d made comment that face-to-face was more personal and why didn’t she just go along to the industry association networking meetings put on for her target client base. She then said she didn’t know how much fuel she’d use and the cost involved in going all over the place. Bingo! The thought hit me ‘how many clients did she really need?’ and I responded by saying that she really only needs to go to the one event to meet possible clients and once she gained one client, if they’re happy with her, they will refer her.
Now, I should clarify here – I don’t mean attend only one meeting, period. I mean, find one local network that is close by and attend their meetings regularly, whether it be weekly, monthly or somewhere in between. Building relationships is important but once you get past first base and people get to know you it’s so much easier to move to the next base and gain new clients.
It’s important to know when you’re first starting out in business that you don’t have to get everyone’s attention. You can’t possibly service everyone with a need, but if you gain 1, 2 or more clients from that source it will build from there and as you gain confidence, the more attractive your service will be to others as they learn about you. You only need one to get the ball rolling!