Get Clients Fearlessly

Walk strong like a tiger; overcome fear and protect your Dream.

“You’re a great coach,” I said to my friend Marion.

“Yeah, but I don’t have enough clients,” she lamented.

“What’s causing that?” I asked.

After she provided all sorts of reasons, including the economy and more, she finally confessed, “I’m afraid.”

“Well done!” I said. “This is good work that you’re acknowledging fear. We can build upwards from here.”

As an Executive Coach – Spoken Word Strategist, I often help clients develop their brand, products, services and their sales/marketing process. I help new entrepreneurs and veteran entrepreneurs take their success to higher levels. I help them get the blocks out of the way so their prosperity flows well.

We use the A.I.M. process:

A – admit fear-points
I – intensify Fearless-Action
M – measure and connect

1. Admit fear-points

Some years ago, I wasn’t asking for referrals. Why? Fear. I was afraid of asking too soon, of breaking rapport, or imposing on the other person.

It’s fear that holds us back from getting our product or service into the hands of so many people who would greatly benefit.

What fear?

Let’s look closely:

Fear of

• rejection
• looking stupid
• interrupting, being crude and rude
• blowing the deal with a client
• hurting one’s reputation
• losing money
• wasting time

The springboard for doing well is to “admit one’s fear-points.”

First you admit your fear-point, then you develop a plan of action to handle that particular fear-point.

Then you go into the real world and implement the plan of action and see what works and what needs refinement.

There is an additional step in this process:

Admit Fear-point –> Develop a Plan –> Get Coaching/Rehearsal –> Take Action

Rehearsal is a prime method to help you quiet down fear.

To this day, I rehearse before a vital phone call and before attending networking events (for example).

“The key to success is for you to make a habit throughout your life of doing the things you fear.” – Vincent Van Gogh

Now it’s your turn.

What is a fear-point for you? How can you make a plan, get coaching, rehearse and take effective action?

2. Intensify Fearless-Action

What would you do if fear did NOT stop you? This is the Fearless-Action.

Over the years, I have told myself:

• I’d ask that best-selling author to endorse my book
• I’d ask for a referral
• I’d ask the person to pay my retainer for a whole year in advance

This is the real power of identifying your Fearless-Action: You then prepare, make a plan and implement that plan.

Now it’s your turn.

What would you do if fear did NOT stop you? How can you prepare and rehearse so you actually do the Fearless-Action?

3. Measure and connect

It’s true that we often cannot improve something if we don’t measure it.

For example, I guide clients who see how to really improve their business:

Have Three Simple Measurements:

“This week how many times did I

1. ask for a referral,
2. have a “sales conversation”
3. ask someone to buy something?

The important detail is: You don’t move to the step of asking someone to buy without having a good connection with that person.

What does it take to have a good connection?

• Listening well.
• Quieting down your own fear about getting sales.
• Applying your full attention to this present moment.

For many of us, the above actions require coaching and rehearsal.

Now it’s your turn.

How can you pick a simple measurement to energize you to make progress?

Now, back track and look at how you can improve connection so you ask for a referral/sale at the appropriate time. How can you make sure that you’re creating High Trust Relationships?

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Do you need a boost to overcome fear? See this 1.5 min. video:

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To “Get Clients Fearlessly” learn to implement the A.I.M. process.

A – admit fear-points
I – intensify Fearless-Action
M – measure and connect

Warmly,

Tom

Tom Marcoux
CEO (leading teams in United Kingdom, India and USA)