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Succeeding in Poor Economies
If we know how to succeed at finding clients who are happy to invest in our services, regardless of the state of our local economy, then we will have a more reliable and sustainable practice.
If we target too limited a market, or if our communication is not clear and based on our market’s needs, then we will have a hard time enrolling enough committed clients, and we will not have a reliable or sustainable practice.
In the last post, we discussed how to communicate so that we generate leads and clients from our daily conversations. In this section, let’s discuss what to do when we’re in a local market that’s too small for our niche to succeed or an economy that’s too poor to readily invest in our services.
Traveling and Working Virtually
If our local market is too small or local economy is too poor for our niche to succeed, we have some options:
We can move or travel: In other words, we can go where there is a great number and concentration of our prospective clients who can invest in our services. We can actually move to a new community, or we can commute there to build our client and referral network.
We can broaden our market: If we’ve narrowed our niche too much for our local prospective client base, we can broaden it. If we were targeting women with Premenstrual Syndrome, then we can broaden to “Women’s Reproductive Health,” or even broader, “Women’s Health.” With a broader niche, we often trade in some of the specificity of our communication and the high response of our market, but we gain a greater span of prospective clients.
We can work virtually: For most practitioners, this is the best option. When we work virtually over the phone and Internet, we can keep a deep and specific niche with a high response from our target market. We also radically increase our prospective client base from our local community to potentially anyone in the world with a phone, the means, and the need to work with us.
How to Work with Clients Virtually
Here’s how to start working with clients over the phone/internet:
- Download Skype for free.
- Buy one of their recommended headsets if your computer’s speaker or microphone quality is insufficient, and buy a webcam if your computer does not come with one.
- Get your client’s Skype ID, find them on Skype, and add them as a Skype contact before your session.
- Click to call your client or have them call you on Skype for their scheduled session.
- Share video so that you can see each other. You’ll be able to do everything that you normally do besides physically touch your client. You can also send files, instant message links, and even share your screen.
Take Action: Download and Practice Skype
If you’re not already familiar with Skype, visit www.skype.com and download it now. Get comfortable with audio and video conversations and the different Skype features.
You can even use Skype for inexpensive phone calls, voice mail, and text messages as a convenient and affordable solution for your business telecom needs.