Skip to content 
Show Notes
Stop chasing clients and attract them instead. You might be saying, “But how do you do that?” When you are chasing clients, you are in that desperate, icky energy and people can smell it a mile off. When you attract clients from that space, they are usually not the right ones. You grab at any client you can get because you just need someone. That is not a great outcome for you or the client.
Why You Should Not Chase?
Let go of the chase. We all know what it is like to go to an eager car salesman. Where they come running up to you and say, buy this one, buy that one, this is amazing. Well, that is what a lot of coaches are doing out there.
Coaches are dropping into your DMs, having those awkward, sticky conversations. You get, “Oh no.” LinkedIn is one of the worst places. You connect with someone and suddenly get a whole page of what I call verbal diarrhea. “Hi, it is great to meet you…” and blah blah blah. You do not even read the first part. You just delete it.
Position Yourself as the Expert
Instead of chasing clients, position yourself as an expert. Start small. Some advice says, “Use high pass clients, use case studies.” That is great when you have them but you need to get them first.
Start with writing. Not a book if that feels too big. You can write articles, lead magnets, comments, and contributions. LinkedIn is amazing for this. There are thousands of articles you can comment on every day. Make your voice heard.
You need to take a stand. Stay away from the big controversial ones like politics and religion but have a point of view. Do you believe in something strongly? Make it clear. Do not just blend in with everyone else. If you do not agree with something, say so, respectfully. You can still be firm.
Create Valuable, Shareable Content
Writing is a great start. Lead magnets are another. Offer something valuable that people can download. Do not give away the farm, but do not offer fluff either. Make it worth their time.
How often have you downloaded something and felt ripped off? Or worse, gave your email and never received it? That is frustrating. Make sure your systems work, and people get what they signed up for.
Master the Art of the Soft Sell
Speaking is another fantastic way. Scary? Maybe. But start small. Go live on social media. Talk. Practice. Join community groups like Rotary or Lions. They are always looking for speakers.
You can get onto podcasts, summits, or even start your own. Just be aware podcasting is more than pressing record. It takes effort, so maybe do not start there, but consider it later. Just hitting record and posting is better than perfecting endlessly. Answer common questions. Address concerns people in your space are always asking. Networking groups are always on the lookout for speakers too. Go meet people in person. Be seen. Be known. Become the go-to expert.
Make Your Message Clear
Make sure your message is clear. If you are in a networking event and you only have your name tag and you don’t put your business name or what you are offering, people will not know about your services. No business name, no clarity. It is hard to refer people to you when they do not know what you do.
Support matters too. People want to know they can reach out when things get hard. Make sure your offer is clear, focused, and addresses objections before they arise. It positions you as the expert.
Instead of saying, “I am a life coach,” say something like: “I help new business owners sign their first five clients in 60 days without feeling overwhelmed or burnt out.”
It is clearer. It says who it is for, what the result is, and what objections are handled. That builds confidence.
Build Referrals
Build referrals. If you have clients, ask for testimonials, case studies, or even just permission to share parts of their story (respecting privacy). Use these examples to build trust. If you do not have clients yet, consider offering something free to get experience and testimonials. It builds confidence too.
Links
Contacts
Stop Chasing Clients
So stop chasing clients. Be seen. Be heard .Build your positioning, your thought leadership, your systems—so they come to you. It makes sales conversations much easier when the client is already pre sold.
Listen to the full episode of Small Business Talk episode 290.
You can also find the video versions of the Small Business Talk Episodes on YouTube.
