Client Magnets Blog

In previous articles, I’ve mentioned overcoming the “Jack of all trades, master of none” syndrome.  I’d like to elaborate on just how you go about taking your business to the next level once you’ve found your focus, the specific expertise that you are going to master.

In my case, (and I’m talking about some years ago now) I was offering training in NLP Sales, but so were plenty of other trainers.  After reviewing my skills and experience, I realized I could offer strategies and tips for success in cold calling.  This not only gave my business focus, it gave me an expertise.

So, now that I had an expertise, I had to declare it as such.  I became the ‘go-to’ expert in the field of cold call training.  This didn’t happen overnight, but it didn’t take years of work to become recognized for my skills and I didn’t have to rely on word of mouth.

How do you do this?

1. Declare yourself the expert
If you believe it, so will potential clients.  Once you’ve declared yourself the expert, you’ve committed yourself to a path.  If you’re committed to that path, things begin to move in that direction.  I used to think that if I worked hard and was committed to my business, that someday someone would come along with a certificate and say, “She is worthy. She has proven herself. She is now an expert in this topic.”  But the truth is – most experts are self-declared.

2. Make yourself visible in the marketplace.
If you want to be seen as the expert, you need to start acting like one.  Give talks on your topic, write articles on it.  Potential customers will soon start to associate you with your expertise.  When they have the need for your specialty, they’re going to pick up the phone and call you.  Which position would you rather be in?  A position where you’re calling people asking for work, or one where they’re calling you asking for your help with a specific issue?

3.  You’re the expert, so act like it!
Act consistently with your claim and the belief that you are the expert in your specific field.  Just do it, get out there and start acting as the expert, even if you don’t feel you’re ready for it.  Now I’m not saying to pretend you have a degree that you don’t, but when you act as an expert in your field, others will believe it as well.  There’s an old saying, “In the land of the blind, the one-eyed man is king.”  You know more than your potential clients, so make sure your actions reflect it.

Once you’ve established yourself as the expert and the clients call you, you’re certainly going to encounter less resistance to the sale.  They’ve already decided they want to work with you, and you know this.  You’ve now not only eliminated those time consuming cold-calls to sell yourself, but you’ve put yourself in the power position.

Establishing yourself as the expert in your field is a major step in becoming a Client Magnet, and one that I cover in more detail in my Attracting Corporate Clients system.  Once you’re the ‘go-to’ person in your field, the expert, the savior, the guru – you’re going to see a dramatic change in not only the amount of potential business, but in the dynamics of that business as well.