Do you pursue clients, or do you attract them?
While both methods of finding new business work to some degree, finding the right prospects through attraction is a lot more fun and — for professionals and entrepreneurs who provide individualized service to their clients — it's usually more effective than finding them by pursuit.
|Drawing prospective clients to you
Attraction methods involve drawing prospective clients to you: People who relate to you, people who have an interest in what you have to offer, people who share your values and beliefs, and people who believe…in you. If you do it right, the people you attract are your ideal prospects. It's a natural, comfortable, professional, and self-perpetuating process.
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Sandy Schussel
Sandy Schussel is a coach and practice development consultant for insurance and financial professionals. He has served as an MDRT Academy trainer, is on the faculty of the InsuranceProShop and is a preferred mentor with InsuranceWebX. He has served as the national sales training director for a broker-dealer and life insurance company. He is the author of two books, The High Diving Board, about overcoming fear and Become A Client Magnet, about attracting and keeping clients. Schussel's scheduling calendar is available here.
