When we’re ready to attract new business it’s quite normal to focus primarily on marketing activities – making sure we’re doing plenty of networking; ensuring we’ve got our sales pitch right; optimising our online presence; incorporating attraction and engagement techniques and so on and so on.
There’s plenty to do and the speed at which the world is moving the list is perpetually changing and inevitably, getting longer. But aside from all these ‘front of house’ actions we’d do well to spend some time getting our back office in order. In fact ‘order’ isn’t emotive enough, we need to make our back office warm and welcoming.
Now I accept that some of what I’m about to say may sound a little space cadetish, but stay with me as it really works.
When you get new clients, chances are you perform the following:
- Clear space in the filing cabinet
- Get the client files ready
- Draft up the invoices
- Get your workplace ship shape
- Feel more positive and upbeat
Now guess what my simple little trick is? Do those things now. Don’t wait for the new business, behave like it’s already arrived. You’ll give your thinking something of a makeover and I’ll wager it’s just what you really need.
Why is this so effective? Well if you have read anything about brain behaviour, you’ll know that as clever as our brain is, we can fool it quite easily. In a nutshell (pun intended), our brain reacts to what it’s told and our behaviour follows suit. Think you’re going to trip over in your new heels? Chances are you will. Think you’re going to be useless at something new…er, it’s now much likelier.
Food for thought? Indeed. Food-for-thought. Let me know how you go.
“ As clever as our brain is, we can fool it quite easily. ”
Robert Gerrish is one of the Flying Solo crew and supports soloists as a coach and consultant. He presents at conferences and networking events and bangs on to the media or anyone who listens, about all things micro. Along with Sam Leader and Peter Crocker, he's the co-author of Flying Solo – How to go it alone in business.
