When I first became self-employed I needed new clients and repeat business. What I was offering was a service to householders.

In order to have them buy from me I had to knock at their door and ask – cold calling and door knocking… something most people might like to run away from…

And it gets worse…

Each month I was knocking on a thousand doors and what that meant is that pretty soon I ran out of doors to knock on… and you know what that means…

Yes. I had to start again and re-knock on the doors who said no to me the first time round. But there was something surprising about this…

You’d be amazed to know that the second time around I got more yeses than the first, and the third time was about as good as the second. By then I was calling on every 2nd or 3rd house in some streets and that’s when something magical started to happen.

What happened was – word began to get around, and that meant referrals began coming to me. And this is what we call client attraction.

Attraction is simply when you pull customers to you, rather than push. Advertising is a form of push marketing, recommendation and referral is a type of “pull” marketing.

Attraction happens where you’re not projecting your business out there, yet you’re drawing business to you. And there’s something else you should know…

Before I enjoyed people coming and asking if they could be my customers, I had to undergo something.

Before attraction happened, I first had to go through rejection. Had I given up after my seventh straight no, I’d have never got to number eight and had them be my first customer.

If I’d given up too soon, I’d never have built that company. I set a goal, I found a strategy that worked and I kept working it.

Sometimes I fell behind my goals. But did I give up? No. And that’s the spirit people who succeed carry – on-going… never giving up…

Something all of us Conscious entrepreneurs have to keep in mind is that our source of wealth is created where our customers needs meet our ability to serve. When we have a great service and are 100% in our conviction about that service, customers can’t wait to get that service. When we can’t wait to give and we ask for opportunities to give, customers can’t wait to receive. What goes on on the outside of your business will be a perfect reflection of what’s going on on the inside.

Best wishes

Neil

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Neil Fellowes shows conscious entrepreneurs, coaches, consultants and complementary therapists how to make a difference AND a profit. To find out more, visit his website at http://www.communitysoul.co.uk

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