I started my company three months ago. Each day I have been working towards getting businesses on board, and it was only two days ago that I had my third potential client meeting. Getting the product right and then convincing a large organisation to not only see you, but purchase from you does take time.
In my last post, How to start a business from a prison cell, I spoke of the challenges I faced collating research to launch the business, but that is only part of the struggle. You then have to actually get out there and do something about it.
The business plan I initially put together has changed completely. You wouldn’t even recognise it now as Offploy, and this is because I went to speak to as many companies like my potential clients as possible. I heard their concerns and feedback and made the necessary changes.
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Image credit: Getty images
Times will get tough. I have this constant little voice of self-doubt in the back of my mind telling me 'it’s never going to work', 'why would someone pay for this?' and the worst ones that I have found many entrepreneurs suffer with… 'you’re not good enough' or 'you’re a fake' or 'they will find out you’re not any good'.
I carry that little man on my shoulder constantly and whilst a little voice can be humbling, you need other people to speak to so it doesn’t become too loud. I heavily rely on my support network of friends, family, other entrepreneurs and business mentors. They know my darkest fears and I usually have at least one person I can call in times of need.
That little voice became so loud this week that I almost decided to lock myself in my room and stay in bed. I wasn’t going to attend major meetings which I had set up with the prison sector, or an incredible client with the turnover of £1 billion! I just kept thinking, why would they want to see me? Am I just wasting their time?
Read: Inside the life of an entrepreneur and an ex-offender
In the past, I simply would have given up at this stage. However, thanks to accepting I need support, I called around my support network and they helped me find the courage to stop making excuses and just give it a go. Guess what? It was one of the best weeks ever…
Not only have we found an incredible partner in Milton Keynes College who are committed to working with Offploy through their Employment Academy Model to develop and create pathways through the gate and into employment for learners but also helping our clients, and training an incredibly motivated workforce due for release. We have had four other great organisations come on board to apply for our first government grant. If this is successful, it will allow us to create a full time team to purely focus on getting ex-offenders in to employment and reduce the UK’s crime rate. None of this would have happened if I had locked the doors and stayed in bed.
Here’s my advice for not only getting your first sale, but also removing those little demons from your shoulder telling you you’re not good enough.
1. Start talking about your idea
Not just to friends and family, go further afield to people you work with or perhaps people you don’t usually talk to. Let them know your idea and use this process to neaten your pitch down to a couple of minutes - If you can describe what your company does in one sentence, it will stand you in good stead when picking up the phone to potential clients.
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At this stage I would also discuss my idea with a customer who is similar to my target market, but one I would not be too concerned about if I happened to mess up in my pitch and we didn’t win their business. Doing this can be brutal, but it’s a great dry run of presenting your idea in a commercial way and seeing if there is a demand for what you are doing.
2. Create a wish list of potential clients
I used my local business magazine to find the top 250 Yorkshire employers and chose 55 that I wanted to be using my company’s services.
3. Ask for referrals
Speak to your support network and see if they know anyone on your list. Being introduced to a potential client through a mutual contact is by far the best way of meeting someone new.
4. Pick up the phone
I could go on all day about ways to prepare yourself before talking about your ideas to clients, but picking up the phone and actually speaking to your potential clients is the best way of actually finding out if you’re on to a winner. Do your research on who you actually want to be dealing with. I would never recommend going in at CEO level unless it’s through a referral, as no receptionist in the world would forward a cold call to the top. It’s always better to have a department you want to speak with in mind, and even better, a person’s name in that department. You’ll also become really good at sidestepping the gate keepers who are eager to fob you off with an email address!
5. And finally... Ask for help
I stress this in all my posts because it is the single most important thing you can do to ensure you and your businesses are here in years to come. I rely on quick chats with my support network more than they know, and as regularly as I can call and confide in them, they can rely on me just as much. It is so important to have those around you who have your best interests at heart and people who you trust completely.
The point to this whole post, is that last week I was feeling insecure. This insecurity brought on the reluctance to take vital steps in growing my business, yet the week ended with five great brand partners, a potential customer and now we’re all entering in to a government bid together. I proved those little voices in my head wrong because I stopped making excuses and just gave it a go.
Are you making excuses? Are you giving it a go?
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Posted By: agnes levine
Saturday, August 20th 2016 at 12:18PM
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