This week I've been thinking about the difference between being bought and being sold.

What I mean is that if you are actively going out cold calling and suggesting to people that they buy what you are offering, this is the total opposite of you being approached and having someone ask you to work with them.

Which feels better for you?

In fact, which feels better for the client?

I think the answer is pretty obvious. Nobody loves the idea of being sold to.

Don't get me wrong, I'm not having a go at salespeople.

Just like in any job, there are good and bad examples. The market tells us it's useful. And I'm not one to argue with the market.

So, the other way to go about it is to attract clients. But how is that done?

I think a lot of it comes down to mindset and bravery.

You must be brave enough to value yourself higher. But it's essential to demonstrate the value you can provide.

  • Be friendly, helpful and informative on social media.
  • Give value without expecting anything in return.
  • Do great work that solves problems for your clients.
  • Demonstrate THAT you do this, and HOW you do this on your blog, social media and website.
  • Engage with people on a similar journey to you, and help them to achieve their goals

A really simple way to think of the overall message is 'Show, don't tell'.

Demonstrate how you have provided value in the past.

Give insights into your process and how you work.

Give tips and tricks away for free so people can take value from what you do without you asking for anything in return.

If all this sounds too much like hard work though, you could always buy a list of 10,000 email addresses and spam them with some kind of offer.

I know which one my money's on though.