7 Steps to Getting Your Dream Client
In our newsletter on July 10, we delved into the importance of Naming Your Dream Client. Now, let’s talk about what to do once you know who your Dream Client is.
One. Write out the conversation that gets you your Dream Client. The more detail you use, the more effective this will be. Make it like a script, outlining all the elements of the conversation that ends with your D.C. saying, “HOW CAN WE PAY YOU.”
“Hi, is this LAMARKS of Ars Poetica?”
“Yes, yes it is. May I ask who’s calling? Are you a robot?”
“Haha, no, I’m the new Partnerships Manager for Oprah’s O Magazine. My boss saw one of your poets at an event out here in Los Angeles. She loved the experience. We host events all the time for O - can you tell me about how it works to book you?”
… (insert all of my favorite sales and negotiation techniques here)
Two. Proudly share with your trusted friends and confidants (or a newsletter list of 22,000) who your D.C.s are. Don’t share your D.C. with naysayers! Only positive and supportive people.
Text your mentor, your best friend, and/or a work peer saying something along the lines of: “I thought about it a lot, and realized my Dream Client is Oprah. Send me a GIF of how rad it would be to work with her!”
Three. Practice saying it out loud and visualizing your work with this D.C. What does their office look like? How do their staff interact with you? What do you wear to meet them?
I imagine Oprah’s office looks like a cloud - perfectly lit, low music playing, huge windows. She wears different glamorous glasses every time I meet with her. Her assistants all wear subtly coordinated outfits that are chic yet totally functional...
Four. Draw out a roadmap to your D.C. From today up until your close a deal with them, what are the steps you take, the milestones you hit, and the incremental growth you make until your D.C. is in your reach?
Read O Magazine and keep up to date with Oprah-related news
This Fall, send poets to at least 3 events where people within two degrees of separation from Oprah could be in attendance
Five. Say “no” to opportunities that lead you astray from the path to your D.C. Now, I don’t mean, say “no” to literally any work that is not Oprah, but avoid offers that would take you in a direction that would detract from your attractiveness to your D.C.
Because I want to one day write poems for Oprah, I will not accept an offer to write for Rosie O’Donnell or Donald Trump. (This is honestly a tough example because Oprah is so wonderful that she has basically no enemies but I digress)
Six. Treat every good client that comes into your world as if they were your D.C. What can they offer you? What can you offer them? How can you make each other’s existence and work genuinely better, and how can your interactions and relationship reverberate beyond yourselves and create more positivity in the world?
A client send an annoying message upping a deadline. Respond like they are Oprah (within reason of course). Practicing the grace and decorum you would use with your D.C. is only going to improve your reputation and continue to level you up until you are ready for that Dream Client.
Seven. Lastly, remind yourself that you are worth that Dream Client relationship you are striving toward. Keep that big picture top of mind when you hit stumbling blocks, receive rejections, or have a slow month where it’s hard to make rent. Having a vision and purpose, and investing in your long view are what will sustain you in rough patches, and get you where you want to be.
Honestly, I could go on about this forever, but I know you have sh*t to do in your busy schedules so I will end here for now without getting too granular about all of my other practices and techniques for seeking new clients and negotiating deals.
However, I was so inspired by writing this preliminary list for you, that I would be thrilled to offer an in-person Dream Client Manifestation and Negotiation Workshop for y’all in NYC on Thursday July 30th. I taught an intro-level Sales + Negotiation workshop for Freelancing Females this March, and it was a huge hit. I think we’re ready to go a little deeper and see what else we can do to help each other grow.