How to get more clients Step 1: Identify what makes them wonderful

get clientsLet’s do a writing exercise called “let’s get more clients.”

It’ll be fun, and I hope, informative.

Take a deep breath, sit back, and relax. I want you to have some mental space to read the question and then answer it honestly because your answer is going to serve you in a variety of ways.

In fact, this is the first of a few posts on this topic of “clients,” so I want you to get this short, easy exercise done without effort because the results will play out in the subsequent posts.

Oh, and take out a piece of paper or your laptop on which to write.

Write 1, 2, 3, vertically on your page, giving yourself a few lines in between the numbers for your answers.

Now, read the question below and very quickly write down your answer. Put down the first thoughts you get. Do not analyze. Do not edit. If you write an answer, and then discover you have a better one, add it to the list of 3 as number 4 or 5.

You can’t make a mistake by writing. Just go with the flow.

Okay? Here’s the question:

Of your most favorite clients, what are the three things that make you delighted to work with them?

Go ahead, jot down your answers. Try to come up with three answers per favorite client.

Done? Now, put your writing aside for an hour to let it incubate.

I have provided a bit of entertainment while you wait.

You’re welcome.




And here’s “howya doin’ Sal.” You gotta love him:

Ding. Ding. Ding. Your hour’s up. Take a look at your sheet and read each of your answers out loud.

Do they still make you tingle with happiness? Do you just love the clients who express these traits even more now that you’re thinking of all the things they do that make YOU happy?

So, can you tell me why I asked you to do this?

Well, I have three reasons:

  1. It’s always helpful to focus your attention on what is working rather than what isn’t working. This exercise simply takes you from a so-so, or worse, state of mind, to one that is strong and confident.
  2. You may want to consider thanking those clients who do make you truly happy with some sort of special offer. An offer just for your “top tier” folks. This kind of gratitude, sort of like I said in 1., focuses attention on what is working, and showing gratitude is a far-reaching and awesome thing to spread around. Do it.
  3. You need to start attracting more of these clients.

Number three’s the kicker, right? On a serious note, these are your people. How you attracted them will be the discussion in the next post about clients, but right now, know that you did something to bring them on board, and you need to do more of that. Like, right away.

So, for now. Tidy up your answers, and start thinking of a gift you can send or give your top clients. It will start a conversation, may lead to more work for you, which is good, and it will lead to an uplifting of your spirits.

And keep this document. As I mentioned earlier, you will be referring back to this in the next post.

Until then, please let me know what you thought of the videos in the comments below (and the writing exercise). I adore Sal.