Getting clients in 2016 (Part 1 of 3)

This week, I’m “incommunicado”…every year, I take the time between Christmas and New Year’s Day to go dark and do some thinking and planning for the next year.

This year, I’m going to share my process with you. It’s a process that’s prepared me for new growth every year I’ve used it.

Here’s a preview of what we’re going to cover…

Day 1, Today…The simple, strategic planning process you can complete in just 4-hours, that will simplify your goals for next year.

Day 2, Tomorrow…how to “recalibrate” yourself for maximum productivity and bankable results in 2016. This seldom used, yet simple “trick” guarantees that you’ll keep the focus on getting clients, even when you’re covered up with existing engagements.

Day 3, Freedom Friday…How I guarantee that I have the freedom of time that I want, throughout the year. If working 80-100 hour weeks has become “normal” and you’re still not getting the results (ie. clients and income you want), this little tip will save you.

PART 1 - Simple, Effective Strategic Planning

I find that the reason most businesses don’t make much progress each year is that the owner…the leader isn’t clear on what she wants to accomplish.

We’ll solve this with three questions. So, grab a sheet of paper and write these three questions…

1. “What do I want by the end of 2016?”

- Money (personal income, business revenue) - Clients - Time off - Car - House …whatever.

No need to justify your wants…just write them down.

This is called getting clarity about what success looks like for you. Be as specific as you can. Write 2-3 sentences, tops.

2. “What has to happen to get what I want?”

You might end up with something like this…

“I want to double revenue next year and to do that we’re going to add 8 clients a week and ‘upgrade’ 20% of existing clients to our new premium service.”

3. “How am I going to do that?”

Now get down to the strategy you’ll use to make it happen.

“I’m going to have three, 30 minute calls with promoters each Monday to build relationship and get agreements to share my Referral Kit with their network of contacts.”

Depending on your business and how complex your “what I want” list is, you might have two or three answers to Questions 2 and 3, to cover your different “wants.” My advice…less is more. Don’t try to implement more than 2 or 3 strategies at once.

The first time you do this, you may find that really getting the right answer (meaning getting down to what you REALLY want) takes some time. Grab a coffee and make an unedited list. Then weed it down if you must.

Tomorrow, I’ll show you how to take the strategies from Question 3 and re-engineer your time going into 2016 to ensure you can do what it takes to get what you want.

 

 

 

photo courtesy of: Russ Neumeier

 

Steve Gordon

101 North Monroe Street, Capitol Hill, FL, 32301