Do you have a dream client? A company or person that inspires you and feels so aligned with your mission and vision?
If so, have you pursued them as a client? If not, why not?
I am fortunate to work with some of the brightest, most heart-centered business owners — from executive coaches and consultants to cybersecurity experts and photographers. When asked why they haven’t pursued their dream clients, I often hear things like:
- I’m too small — they wouldn’t take me seriously
- They already have preferred vendors
- Once I have more established clients, I’ll give it a try
On the surface these seem like logical reasons to wait — but I’m here to tell you these are typically more mindset issues than strategic fact.
If you find yourself in a holding pattern, hesitant to go after your dream clients, consider the following reasons why you might just be the best option for them right now.
1. You can be competitive on price.
Sure, you may be up against bigger competitors with fancier marketing and maybe even a sales team — but all those bells and whistles cost money that drive up their pricing. As a smaller partner, you can be more competitive on price, and that can be very attractive to the client.
2. They’ll be your top priority.
Your dream client might be your bigger competitor’s most insignificant customer, leaving them not feeling the love. When you get to the table with your dream client, don’t be afraid to ask them if they feel like a priority with their current vendor — and assure them that they’d be your #1.
3. You can support the disruptors.
If you’re anything like my clients, they want to work with the disruptors — the clients who aren’t satisfied with the status quo. As a smaller business, you have the ability to be scrappier and more nimble than your larger competitors. So, if you like the mavericks, show them how you can help them keep innovating!
Now that you know going after your dream clients now might be the most strategic move you could make — what’s your first step in making it happen? Drop a comment below and happy selling!