What has more power – when you find clients – or when clients come looking for you?

As a motivational speaker I have learned that the client who comes looking for me holds far more power than the client I seek on my own.

I can spend all day on the phone, trying to get past gate keepers, telling people what I do, leaving messages – and all I am is another sales person knocking on their door begging for the chance to tell them what I can do. But the client who comes looking for me has given me the power. And that’s the power I want most. That client has found me – has seen what I can do – has been shown rather than told – and has decided that they want me. Before we’ve ever had a conversation.

And so while I will still spend some of 2012 following up on leads, prospecting for clients, and knocking on some doors, knowing I will still get one job for every hundred calls I make (some old habits still die hard)  –  I will spend FAR MORE time doing things that lead clients to me.

What about you? Are you focusing on knocking on doors to find your clients? Or are you focusing on doing things that lead clients to your door? It’s an important question. And might be the difference in whether your business is still standing next year.

If you are realizing that it’s time for you to have a paradigm shift from old school to new school, then I give you one word to help you refocus. The internet. Okay, that’s two words, but you get my point. The numbers you can get when you enter this playground will outnumber anything you can do on the phone.

So go out there and refocus! And if you need any motivation along the way, you know where to find me!


Motivational Speaker Kelly Swanson - called one of North Carolina's funniest women by Our State Magazine. Kelly lifts the spirits of audiences from coast-to-coast using humor, storytelling, and lives of the characters from Prides Hollow - Kelly's make believe small town. This unique approach to motivational speaking allows Kelly to break through communications barriers and connect directly to the audience's imagination.
Her powerful stories and wacky wit will make you laugh, remind you that you matter, show you how to see beyond your obstacles, and teach you how to stand up and stick out in a crowded market.
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  1. Yes Kelly! Don’t you love it when clients find you? It’s such an easier conversation because they already know what a fabulous motivational speaker you are and how you impact your audiences. My favorite call is from someone who has not heard me speak who was referred by a happy meeting planner. There’s nothing better than hearing “I’ve been told I just have to book you for our convention, let’s talk availability.” Don’t you love that? One day I’ll be really comfortable on the phone calling people and knocking on doors as you say, but my dream is that clients find me and I won’t have to do so much of that. So thanks for the heads up and reminder to make the internet a strategy for getting clients to not only find us but call us and book us!

    • Marilyn – Coming out of our comfort zone to cold call is a great life experience. But I think cold calling will become an archaic approach to prospecting, if not already. At least for motivational speakers. I think that consistent effort to lead people to your door, matched with a knock-it-out-of-the-park motivational speech (which is always the best marketing of all), will have people beating a path to your door.

  2. Thank you Kelly for sharing the secret of the internet with all of us! It is so generous to pay it forward telling everyone about the power you have discovered “in the ether.” I have dipped my toe in the Web Waters before, but this is the year I am jumping in and doing a twirl or two:) You are such a bright light and that SHOWS on your website – It really feels like YOU – I think that is an important aspect of internet success. Hope to see you in Dallas! xt

    • Thanks Tami! Or should I say “stache” Tami? You jump girl, and twirl your butt off. Thanks for the kind words. And you know the light doesn’t belong to me. I’m just smart enough to get out of its way. At least on some days. YES! I will be in Dallas. Never been to a one of these NSA conferences, other than annual. I’m actually going to be the VOG – announcer. I’m scared stiff. Have no idea what I’m supposed to do – or what to expect. Never even been to one to know what the VOG does. But like I do in so many aspects of my life, I just said “yes”. Now I feel so much better knowing you will be there. Yeah! Can’t wait! See you soon! Your wacky motivational speaker friend, Kelly Swanson.

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