December 21st, 2006 by Cristina Favreau

In a coaching session with a new entrepreneur yesterday, I asked what was holding her back from getting more clients. Her answer was a combination of “I have a problem with approaching strangers” and “I fear rejection.”

As I probed deeper, she said that networking at the Chamber of Commerce in her area didn’t work. “My goal each morning would be to speak with 10 people about my business and leave my card. I’d never accomplish that goal and leave disappointed. It seems like such a chore.“

My immediate thought was ‘No kidding. What tremendous pressure to put on yourself before even entering a room!’

A shift occurred when I suggested she approach networking with a different attitude. “What would happen if your goal was to find out about 10 people’s businesses and ask for their business card?“

At the end of our session, she summed up the lesson beautifully: “Marketing is all about building relationships and finding out the needs of clients first. That is the key to approaching people.“

What negative views about marketing are holding you back from getting the clients you want? Are you willing to see it differently? It’s a choice that only you can make.

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Category General Marketing, Networking |

Viewing 2 Comments

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    Great thoughts Cristina! I find that the networking /marketing events that I attend are 100% more beneficial when I ask more questions than I answer. People generally like talking about themselves and their ideas. And once you get the know what they do, you can refer customers to them (when appropriate).

    It is rare that someone takes a genuine interest in what you are doing, so there is a better chance they will remember you! More times than not, by just listening, you get more referrals than you could ask for. It is all about branding yourself AND your business.
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    Jason, thanks for your input. You hit the nail on the head when you say "I ask more questions than I answer". That is key to successful relationship-building.

    When asked what I do, I take a few seconds to give my pitch. But then I want to find out more about them. Asking questions is the only way to get that information. Even if I find that my services are not a fit for them, I can usually give a referral or offer a resource.

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