Getting vs Creating

So I've been asked to explain the difference between getting clients and creating clients.

So getting clients is an event, right? Someone calls you up and says, "I want to work with you", you've got a client. That's not business, that's luck, or being in the right place at the right time, which is something we definitely need to be.

But creating clients is a process, and creating clients is about sustainable business and profitable business moving forward so that it's not just a oh cool I got a client but you know that you will have clients coming to you on a regular basis.

So getting a client is about having that 3% like you would think of any market right now think of a pyramid that top little peak 3% of the market right now are looking for what you do and you have to be in the right place at the right time to get those clients. That's getting clients.

The rest of that pyramid, that 97%, like the bottom of the iceberg type deal, they're the people that NEED WHAT YOU DO but don't know who you are, they don't know what your service is, they don't know how you service differs from someone else, they don't even know the benefits of your service over a different service. They don't know the difference between your service maybe as a Maserati versus another service which is a Mazda, right?

So it's about level of process, a level of education, taking people from I don't know what I don't know through to I need to make a decision who I'm gonna use. So when you are creating clients, you are offering value, you are helping people get a result, and you're actually taking them on a journey which helps you be the person that they trust, they know, and they like, so they want to do business with you.

So that's creating clients, having a valuable process for people to get through. Really simple, it doesn't have to be expensive marketing, big websites, paying for Google ads and Facebook ads. It's just a level of education that helps people understand what your product is, and you have a product, your service is a product.

What does your product help people get? So we need to change about the way we think about just doing the job, and actually what are people getting out of my service? What are the awesome outcomes? And how can I help people go from, I don't know what I don't know, to I need to know who I'm going to choose.

That's creating clients. It's a journey. It's a business growth, not the event of getting a client.

If you need a hand building out this process, then maybe you need to try out Momentum or Profitable Provider, our coaching for Providers across Australia.

Book a quick chat with me here.