BUILD THE BUSINESS YOU WANT

Losing clients due to budget cuts? 

Many people are freaking out right now.  
You are not alone.
But the question I get asked a lot is, what do you do when you lose a client? 
There are a few things you need to do:  

1. Stop focussing on the problem 
What we focus on is what we work towards creating, and we’re doing it every day without realising it. If we focus on lack, we create more lack.  Focus on scarcity, things become scarcer.  Cashflow is key, so making some immediate decisions that buys us time is a sensible thing to do, but I have never seen a small business get themselves out of the s**t by focusing on cost-cutting for any length of time.  New clients, sales and more revenue are what will get you back up and running and, once the immediate issue is stemmed, this is where we need to get back to and quickly. 

2. Get clarity on the situation 
In most cases, I find the situation is not as bad as we initially think. As humans, we are built to look for threats to keep us “safe” and often have a tendency towards catastrophising.  Getting clarity on the situation is key.  What’s really happening right now? What actually needs to happen for the problem to be resolved?   

3. Get Back to Your Goals 
If you’re a good goal-setter when you set them, you were full of possibility and potential. Nothing has changed, you’ve just hit a bump in the road.  It’s just an obstacle, something to overcome on your journey to achieving your goals.  Getting back to your goals or vision or whatever it is you have laid out when you set up this year gets you back and focussed on where you’re going. 

4. Rebuild confidence 
When we hit these walls, and you will regularly if you’re a business owner pushing for growth, our confidence often gets hit and sometimes hard. We start questioning things: our ability to run a business, whether we’re delivering any value whatsoever, whether we are in fact an imposter that doesn’t know what we’re doing after all, whether we should jack it all in and get a proper job. It’s important that we regain our sense of self before we go out and see clients, as they will pick up on your energy and it will affect your ability to sell.  Pull together a document that covers the following points: Who we are, why we rock and who we’ve helped to rock.  Getting back to the evidence of what makes you awesome is a great way to push better information into your subconscious and give yourself and much-needed confidence boost. 

5. Sell…! 
If you’re looking to resolve short term cashflow problems, you need to focus on short game strategies. Selling, closing, bringing in revenue is the key.  This is where the lion’s share of your time and energy needs to be focussed.  I’ll say it again, what we focus on grows! 

The crux is to get the right focus, the right attitude, and the right actions in place, and then execute like a demon.

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