Almost 99% of entrepreneurs face challenge to onboard their 1st client. However, in our case it is different. We are able to onboard our initial 2 clients easily and waited for more than 2 years to add our 3rd client for our business. I would like to share my experience which you can use as a case study for your business

I have completed by digital marketing course in Jan 2016 and do not have any idea to start on my own as I felt my current job is secured. However, post demonetisation in mid of Feb 2017 it was proven that none of the private jobs in India is secure. So, I decided to use digital marketing as my side hustle and relearned digital marketing.

Parallelly I started looking for clients and I reached out to my school friend who looks for a digital marketer to run PPC ads for his educational institute. We kick started the project in Apr 2017 and approached him to get his website credentials to do OnPage SEO as nothing is done on his site.

He connected me to the website development company owner who designed the site for him. During my discussion with the owner, I realised that he is looking for digital marketer who can help him to do SEO for the websites they develop. I offered him that I will do both OnPage SEO and OffPage SEO for all the website they develop. We made an agreement that he will pay per website basis and commission for the business I generate for them.

Everything was going fine for 2 years and happy as a freelancer. All of sudden my full-time insecure job become unstable and I started looking for alternatives as I moved to bench as my company lost the current project. Now my situation become even more worsen as I stayed in comfort zone for more than 2 years. Since I have not done direct sales in my lifetime, I was into serious challenge to do.

I become headless chicken and run from post to pillar for adding clients to my business as I made a mindset that I have to take entrepreneurial route as none of the jobs are secure. However, approaching a new person and pitching my profile is something not my cup of tea. During this struggle I had a chance to attend a sales meeting with vice president(VP) of a leading real estate company.

In the sales meeting he carried 4 pack of cards and gave it his 4 persons to shuffle the card. He asked those 4 guys to select one and explain the product details seeing the card. They can stop this activity if they select A SPADE card from the pack till then they need to explain the product to the cards continuously. One person got A SPADE card in the 3rd chance and rest all 3 guys chosen more than 30 card but they are not able to select. One got at 32nd chance and other got after 45th chance.

He explained that this an example of “Law of average”. When you flipped the pack of card, eventually you will come across A SPADE. No matter how many time you try. So as a sales person you should never stop reaching out potential clients regularly and follow-up with them help you to make sale.

Though everyone knows we should never give up on our efforts, this law of average helps me to understand better about never give up attitude. I started working on my sales pitch and implemented law of average in my entrepreneurial journey.

I devised a strategy for my potential clients and reached out 50 clients on weekly basis so that I will be able to onboard atleast one client. In the initial days there is no much result. Since my vintage on sales pitch increases, I am able to analyse the clients mindset and will be able to follow up with the potential client for adding business. In the end of the 120 days, I added 4 clients to my business and we added 5 more clients in the last 2 months.

Every entrepreneur and sales person will get saturate at some point and give a feel that your business is moving anywhere. All we need to follow is “Law of Average” concepts to over come this saturation point. Also, you need to analyse every sales pitch that you made to your potential clients which will help you to pitch better and follow up with your prospects regularly.

Implement Law of average, be disciplined, learn from the mistakes and repeat. This will increase your clients list exponentially within 2 years of span.

Good Day !!