GoKawiilOpinions expressed by Entrepreneur contributors are their own.
Listen to this post
Key Takeaways Your first clients will come from your existing network; this is how you validate your delivery model.
Your client base will expand as you lead with value and sell by helping instead of pitching.
Your sales flywheel will be built through the legacy of success you leave, as your clients will become your advertising engine.
I built my six-figure Salesforce CRM implementation agency solo without spending a single penny on advertising, and it’s still going strong six years later. Nothing I did was magical, and no luck was involved.
I simply followed sales best practices, which you can leverage as well. But before you even start thinking about selling, you need to be incredibly clear about two things: your Ideal Client Profile (ICP) and your Ideal Client Journey (ICJ). I recommend you read the linked articles and do your own research to ensure you are confident about who you exist to help and how you provide them with a unique, transformative experience.
Your goal is to escape the commodity perception in your chosen market. You want to be the go-to choice for your ideal clients. You want to operate from a position of uniqueness, where ideally no one can offer a competing service. Once those strategic elements are in place, you are ready to hit the market!
Before I quit my full-time job to start MVRK, I spent over a year designing my ICP and ICJ. I only stepped out on my own when I fully believed in my hypothesis for how to flip the Salesforce delivery model on its head.
The moment a potential client showed interest in my approach and gave me verbal approval, I handed in my resignation. Guess what happened? That potential client ghosted me!
... continue reading