Made a Big Sale Working in the Coffee Shop
I work most mornings in a local coffee shop frequented by all kinds of business owners ... real estate agents, doctors, lawyers, contractors, etc.
I've been coming to this coffee shop for 1.5 months. I'm a familiar face.
After about a month of coming to the same coffee shop, other regulars seeing a thirty-something guy dressed casually hanging out in a coffee shop during working hours are curious. They come up to me and introduce themselves. I never approach anyone trying to sell.
The first question out of their mouth is "are you working?" I say "yes." They ask "what do you do?"
I have a brief non-sales-like response. I act like I'm not selling, but use language they as business owners understand such as top of Google, website traffic, get new customers for X business in Y industry ...
Within minutes, out comes the business cards. They're interested.
In fact, today I received a pretty good offer after a 20 minute chat (my second offer in 2 weeks).
Key points:
Coffee shops are just like social media hangouts ... and since you need a place to work, you might as well go to where prospective clients are located.
I'm not really looking for new clients all that much unless it's a good deal, but if I were looking for more clients aggressively, I'd split my day up among 3 or 4 coffee shops and go to them every day.
I've been coming to this coffee shop for 1.5 months. I'm a familiar face.
After about a month of coming to the same coffee shop, other regulars seeing a thirty-something guy dressed casually hanging out in a coffee shop during working hours are curious. They come up to me and introduce themselves. I never approach anyone trying to sell.
The first question out of their mouth is "are you working?" I say "yes." They ask "what do you do?"
I have a brief non-sales-like response. I act like I'm not selling, but use language they as business owners understand such as top of Google, website traffic, get new customers for X business in Y industry ...
Within minutes, out comes the business cards. They're interested.
In fact, today I received a pretty good offer after a 20 minute chat (my second offer in 2 weeks).
Key points:
- Going to the same coffee shop daily or often where business owners frequent can result in new clients just by being a familiar face.
- Avoid prospecting in these places. I never initiate business talk. I wait until I'm asked what I do.
- Have a very brief response to "what do you do?" that any business owner understands. Phrase it in a way that they immediately understand how you can benefit them.
- Reference existing clients in a general way (say "my clients" ... don't reveal your clients unless you have your other clients' express permission to do so ... I'm adamant about protecting client confidentiality). The fact I'm doing this full time (or during business hours) communicates I'm having success for my other clients ... otherwise I wouldn't be earning money and wouldn't be hanging out in a coffee shop during business hours.
If you don't have clients, but do affiliate marketing, you can refer to your merchants as businesses you promote. I say "local and global" businesses. - Dress: I wear shorts, crocs and casual clothing. I'm not sure it would be better wearing a suit ... I haven't tested it and I'm not about to start wearing a suit, but it's worth testing.
- Business cards: I don't have them. I know that goes against the grain, but I simply say I'm really busy and am not actively looking for new clients. They scramble for a pen and take down my info. I may be stupid for not having business cards, but I can't be bothered. However, if you're keen on making deals, it's probably a good idea to get business cards.
- Website: I don't have a website for my local services. Again, against the grain, but I've found it's not necessary. However, having a website won't hurt and it's probably smart. My point is that the personal contact in a live-setting can result in the sale.
- Know your offer and services and communicate them clearly. Don't act desperate. Be confident about what you offer and your skills. Avoid jargon ... business owners don't know what it means.
- Listen more than you speak. Prospective clients like talking. Just get your brief message across and leave it at that.
- Don't follow up aggressively when you see them again unless you've agreed to discuss the deal. Nobody likes be chased down in the coffee shop. If they're interested, they'll come to you.
Coffee shops are just like social media hangouts ... and since you need a place to work, you might as well go to where prospective clients are located.
I'm not really looking for new clients all that much unless it's a good deal, but if I were looking for more clients aggressively, I'd split my day up among 3 or 4 coffee shops and go to them every day.
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