“We don’t have enough new people coming to our clinic. I know I just need to get out there… but I just freeze up. What do I do? Where do I go?”
One of our clients said this to me recently, repeating one of the most common and obvious bits of useless business advice given: just get out there. Everyone already knows it, but hardly anyone does it.
Of course you don’t get out there, but why not?
There are two things going on, one in the heart and one in the head. Let’s break them down.
Heart First: It’s Not Just Fear That’s Got You
The fuel for wanting to get “out there” comes from knowing your business needs clients. While you may be nervous, you may have fear, you can always work through the fear.
The bigger problem is about how your heart wants to be humble and in service. The heart doesn’t need limelight. It doesn’t need to be special.
And your heart certainly doesn’t want to go out and “get” people.
Screeeeech! Your heart has put on the brakes, making it impossible to just “get out there.” Not good for your business.
I’ll get to the solution in a moment, but for now just rest easy and don’t beat yourself up. Your heart has a legitimate reason for not wanting to get out there, and you can honor yourself for knowing that it’s okay not to push through your heart.
Ask your heart two questions: (1) Is it okay to exist and take up space? (2) Is it okay to make yourself visible to people who are struggling?
I suggest you ask these questions with sincerity, meaning bringing a willingness to be surprised by the answer. Let them be sincere questions, and let your heart bring you real answers.
Head Next: Where Is “Out There?”
Next up is just confusion. Because, really, where in the heck is “out there?” You grab some business cards, you grab your phone, you have a nice-looking shirt on, clean shoes. You walk out the door and… accost people at the bus stop? Hand out business cards at a cafe? Get a sandwich board and parade through downtown?
Even going to networking events can seem strange and forbidding, although there is a heart-centered way to network.
Part of the reason it’s hard to just “get out there” is because there’s a step prior to going. And the prior step?
Research First
This is when the perennial question comes up, “Who are you trying to reach?” If you have some notion of who, then the where becomes a bit easier.
Your business exists to help people with a problem. When your people are having the problem you help them with, where do they go? What do they do? What happens?
What kind of communities do they gather in? What resources do they take advantage of? What email lists, Facebook groups, community groups, support groups, clubs, etc do they go to?
What books, magazines, blogs, newsletters do they read? What conferences do they go to?
List’em out. Don’t know? Ask people you know. Ask Google. Ask Twitter. You know, research.
Next Gather Your Goods
What free resources do you have to offer folks you help? Articles, booklets, videos, audios?
Digital is easier, physical can be a little tougher. We created a compilation CD to hand out at conferences in exchange for folks signing up for our list. My friend Jim has sample sizes of his crackers to hand out at fairs and grocery stores, or to ship to retailers.
Now You Can Get Out There
Now that you can see who needs help, know where they are, and have something to give them, doesn’t it all feel a bit easier? Your head has the clarity of knowing where to go and what to offer, and your heart has the ease of going out to give, rather than to take.
Another Little Mention
What I’m talking about here combines two of the key elements a business needs to move into momentum: Creating Content and Heart-Centered Networking.
We’re going to be covering the six elements of business momentum in our next course, aptly named Momentum: Three Journeys to An Ongoing Flow of Clients and Money. It starts September 2. We’ll be opening registration next week.
Get On Out There!
Are you getting out there? If not, what are your next steps?
If you are getting out there, can you share some inspiring stories and examples for those who aren’t?
p.s. Need hands-on help?
We have three top-notch official Heart of Business practitioners available to dig into your business with you. See who you feel most drawn to: Yollana, Judy or Jason:
15 Responses
mark… you really got under the skin of fear…
:))
.-= biren shah’s lastest post: BD in terms of the collective- the community =-.
“I’ve got you under my skin… I’ve got you…” 🙂
Mark,
Questioning the question. Doesn’t get better than that.
In the beginning of my business journey, I, too, didn’t quite know where “get out there” was. Then I discovered, it’s a place inside you need to get to. Once I arrived there, it made it possible for the the folks who needed my kind of magic to find me.
Networking events are filled with folks who haven’t discovered that the most important person to network with is yourself. Once you connect with that person, it’s a snap to connect with others.
Your program “Momentum” sounds great. Will check it out when posted. I’ve got one called, Dare to live your own life!
Thanks, Giulietta
.-= Giulietta Nardone’s lastest post: Is your life a daring adventure =-.
Amen! “Get in there!” I love it- and I’d be delighted to have you in the course, if it’s right for you, Giulietta. You rock.
Hey Mark
You hit the nub of this dilemma here. Or perhaps I should say apparent dilemma?
I find that when attention rest as the Heart, all is well and there’s no desire to “get out there”. At least in the conventional marketing terms of that well-known radio station: WIIFM.
From the Heart’s perspective, all the marketing manipulation techniques that prevail in our world are nauseating. And I think this is the root of the dilemma – we want to sell our products and services but NOT at the expense of our integrity.
This inner conflict often results in inaction.
What I’ve found is that when I know in my Heart that my product or service is truly of help to other people, NOT offering them the opportunity to buy becomes a huge disservice to them.
When seen from the perspective of HCIH? (How can I help?), marketing becomes a service in it’s own right. It becomes a way of communicating to others how what I have will help improve and uplift their lives.
And the power of that upliftment, as it ripples into the lives of many other people they come into contact with, can only be guessed at.
What I’ve found is that when mind becomes the servant of the Heart, and thus becomes attuned to thinking of HCIH?, the dilemma dissolves. And we find it was only a mirage, a veil over our eyes that we thought was real for a while…
peace brother,
Leo
Wow – to both Mark and Leo. You have pointed to the conflict of “traditional” marketing and the dilemma those that choose to be real experience. You have also provided excellent suggestions of how to overcome the dilemma. Thank you.
So how do you get that ideal into your content? Other than giving freebies – what type of language is particularly important to use without it coming across as overtly new agey?
Searching…
Paul
HCIH- exactly, brother. And, it’s so helpful to have something to support you in giving.
And Paul- what’s wrong with coming across as new-agey? 😉 Maybe you could give me an example of a situation you’re thinking of? The language you use so depends on the people you are wanting to communicate with.
Glad to see you talking about research.
Research is the single most important thing anyone can do in support of their business. I’ve just seen too many people (including myself) not do the research because they feel called to offer something or they have a passion they want to share. That’s great. Having a calling is great. Being passionate about your business is great.
What’s not great is when your calling or passion doesn’t resonate with anyone else. That’s very bad for business and leads to endless struggle, frustration and loss of confidence. Not terribly good for the heart.
Research shows you whether you should start or continue your efforts or whether it’s time to move on to another idea. Then once you have an idea supported by the research, ongoing research will show you exactly what you need to do and where you need to go to build relationships with the people who will benefit from what you’re offering.
.-= Susan @ New Niche Finder’s lastest post: Keyword Research on Facebook =-.
I love that you so strongly hold the research pole, Susan. It’s really important that we pay attention to, listen to, how the world is responding to us. It’s so easy to think we’re in our heart, when actually we may be touching our heart, but we deep in illusion.
Another great post Mark! I find that knowing who I can serve the most makes the process much easier. Especially since I’m an introvert (who loves people), it’s both more effective and kinder to talk to people who are INTERESTED in what I have to offer. In my case, that’s spiritual people who want to grow their business.
Giulietta, I appreciate your insight that many people who attend networking events would benefit from a deeper connecting with their value.
Warmly,
Paul
.-= Paul Zelizer’s lastest post: Goodbye to the 3am Money Worries =-.
Thanks, Paul- really appreciate your kind words. And the point about how helpful this is to folks who are introverts is well taken. I’m an extrovert, in that I get juice from interacting with people- but even for me, it’s so much easier to interact with folks who actually want to interact.
Great post because you’re balancing two important directions: get energized and get out there AND stay inside and get prepared.
When we stay in one or the other, we find we’re either:
– scattered and exhausted, running around meeting people but never following up or getting results because we haven’t prepared for who we’re going to meet
– staring all day at the computer screen, reflecting, navel gazing
Both can feel very ‘busy’ but neither one alone is productive or satisfying.
That’s one thing I love about being self-employed – that my days are balanced with both: me-time in my office, enjoying quiet creativity plus connection via the joys of technology… and also being in social spaces, breathing in fresh air and connecting physically with new folk and old friends.
Thanks as ever – and Momentum looks rockin’! 🙂
Corrina
.-= Corrina Gordon-Barnes’s lastest post: 4 Ways To Bypass Fear Of Failure When You Just Have To Succeed =-.
Nice, Corrina- and it can be painful to stay stuck in one. I’ve personally found that if I’m staring at a computer screen and navel gazing, I’m actually not anchoring inside- I’m still running around- just mentally. Yah?
And please forgive my tardy response, I’ve been out of town visiting family.
Hi Mark –
Very nice article. You were most helpful, in my opinion, in your discussion of “where is out there?” A key missing point in many similar articles.
Interestingly enough I found the most remarkable you thing said by following your links and reading…
“Find your genuine curiosity in humanity.”
Doing this one deceptively simple thing can get you over all hurdles — whether networking, dealing with clients or just going about life.
Thanks for a nice way to end my evening. I’ll remember your posts, and I’ll definitely come for more.
Best,
Theresa
.-= Theresa Bradley-Banta’s lastest post: Starting a New Business or Venture Forget About the Bozo Behind You! =-.
Thanks, Theresa- so sweet to read that! And yes, the genuine curiosity in humanity- I find so many people lose hold of that, and yet it’s such a wonderful approach.
And as I asked Corinna, please forgive my tardy response. I’ve been visiting family.