Too many young entrepreneurs believe that they should do or know how to do everything within their business. When I started I made the same assumptions as well.
In the early days, I had a lot of trouble translating prospects into clients. This was immensely frustrating for me. I had multiple certifications, was great at my job, was on TV, and had a column in a newspaper. So why wasn’t I getting a deluge of paying clients?
The fact is, I didn’t really have a clear process to help people decide whether they need me or how they can prioritize funds for paying for my services. I came to this realization after hiring a sales coach. Working with my coach, I defined a process where I could tell the difference between a qualified prospective client who is genuinely interested in a program, and someone who is just curious. If someone is genuinely interested, I would schedule a phone call where to help them decided whether working together makes sense. If someone wasn’t a good fit as a client, I gladly recommended someone else or another solution that could be a better fit.
Once I had a good sales process in place, my business took off. I’ve had a coach for 3 years who has provided ongoing guidance with the sales process. Today I am a more confident sales person in addition to all the other hats I wear as a consultant, educator and philanthropist.
In addition to a sales coach, our ImageCube team relies on many other professionals in the community. We have a printer, a graphic designer, a tailor, makeup artist, a few hair stylists, nail technicians, personal shoppers, photographers, an instruction design consultant, a business coach, an accountant, and attorneys. We work with them, we send them business, some of them send us business. All the people who work with us influence the outcome we’re creating. Good partners, coaches and advisors help us to make the best impression possible (and it pays not to be cheap!), which enhances client experiences.
The takeaway is, invest in other experts who can help you provide memorable client experiences. Recognize that you’ll need other service providers. Focus on the unique services and talent that you bring to the world. Accept that there are parts of the business where you will benefit tremendously from hiring people with the talent to figure things out.