To get more clients, you need to be proactive, because being a service provider is very similar to being an actor, a singer, a musician or an artist. There’s a big correlation between an artist or a service provider, like the amount of action they take, the number of roles and the work they get. A lot of service providers are great but they have no idea how to get leads and they wait for people to recommend them.

They wait for referrals and it’s not going to happen. You need to have a system in place and you need to be proactive. You need to proactively market yourself by picking up the phone and call people. Some people say cold calling sucks and it’s over but if you’re not doing anything right now, cold calling might very well save your business. Another example of being proactive is knocking on doors or going to see the local Chamber of Commerce and offering to speak for free to entrepreneurs.

Inbound marketing and direct response is in my DNA. You need to go outbound and not just wait for inbound. You need to go out and proactively reach out to people because that’s one of the big ways to get new businesses.

You might be the best service provider in the world, but if no one knows about it, no one’s going to pay you. Don’t get into that dynamic of what artist get into where they wait for the phone to ring or wait for their agent to call them. You need to pick up the phone and make the phone call. Pick up the phone and call the Chamber of Commerce to go speak or write a book, publish articles, make video shows and do Periscopes.

You really want to be proactive because being proactive is a mindset. You need to understand that there’s nothing wrong with going out, reaching outside and doing outbound stuff. If you don’t have enough clients today, you need to do something rather than just waiting for inbound.