Written by: Vickie Sullivan | August 25, 2020
Why You Don’t Get New Business and Clients
You have an excellent reputation. Your content marketing showcases your in-depth thinking and gets plenty of praise. People seem to love you. So, why aren’t you getting more opportunities and new clients?
It’s not because folks don’t know you or that you aren’t available. The #1 reason: People who love you the most don’t know what to do with you. Your fans (especially past clients who love you) underestimate all the ways you can help. This shows up in two very common situations:
• You’re pigeonholed: Past clients don’t consider you for opportunities you’d be perfect for. This happens a lot with clients you did work for a long time ago. Their assumption: “Billy Bob did this for us. He’s an expert at it. If we need this specific help again, he’s our go-to resource.” They never consider the many other things you do.
Listen: How to Get Long-time Fans to See the New You
• Your prices shock them: People might love your work but think you are in the low-cost category. So, your fees might put them into sticker shock and kill the deal. And many times, buyers won’t tell you that; they just disappear.
All of this reinforces the need to ensure you expand your value – for new buyers who don’t know you, as well as for current and previous clients. Make sure your current clients know all the many services you provide. Many opportunities that are lurking on the sidelines will suddenly appear when you increase the ways your value shows up.
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