Dan Sherrard-Smith Details a 3-Step Strategy for Closing First Clients

In a recent LinkedIn post, Dan Sherrard-Smith discusses a three-step strategy that he claims was instrumental in closing the first £20,000 in revenue for his business, Impact Creator. He also highlights how two of his coaching clients have recently achieved success using the same method, emphasizing its effectiveness in generating new business through what he terms ‘research interviews’.

Sherrard-Smith’s approach focuses on building rapport and understanding potential clients’ needs before introducing a sales pitch. He explains the core philosophy behind this method:

“When you tell someone you want to sell them something, their guard goes up. When you tell someone you want to understand their problem, they open up. Same conversation. Completely different energy.”

This perspective suggests that shifting the initial focus from selling to understanding is key to opening communication channels and fostering trust with prospective clients.

The Three-Step Research Interview Strategy

According to Dan Sherrard-Smith, the strategy involves three distinct phases:

1. Initial Outreach: The process begins with direct messaging potential clients. Sherrard-Smith states that he initially contacted 67 individuals with a specific message focused on understanding their industry, explicitly avoiding a sales call or pitch.
2. Discovery Call: Of those contacted, 20 booked a call. During these approximately 20-minute conversations, the focus is on exploring the potential client’s pains and goals. Sherrard-Smith indicates that at the end of this call, if he genuinely believed he could assist them, he would communicate that.
3. Making an Offer: For individuals who expressed interest and for whom Sherrard-Smith felt he could provide a solution, a follow-up sales call was scheduled. It was on this subsequent call that the initial clients were closed.

Client Success Stories and Strategic Advantages

Sherrard-Smith shares that this method has also yielded significant results for his coaching clients. He recounts how one client, Jay, successfully used research interviews to secure a new client. Jay initiated contact by expressing a desire to understand the potential client’s industry, leading to a call where he focused on asking questions about the client’s challenges. This approach culminated in the potential client requesting a follow-up meeting, during which Jay closed the deal. As a further benefit, this new client began referring Jay to their network.

Dan Sherrard-Smith argues that this technique allows for a more organic and less pressured sales process. By prioritizing understanding over immediate selling, the interaction naturally leads to a position where an offer can be made to solve a clearly articulated problem.

“By the end of the conversation, the potential client asked Jay for another meeting. And on that call Jay closed him.”

He further elaborates on the benefits of this approach, noting the positive reception and the potential for referrals:

“Plus as a bonus, the new client is referring Jay to his network.”

Sherrard-Smith concludes by inviting engagement on his post, asking his audience about their experiences with similar strategies, underscoring his aim to foster discussion around effective client acquisition methods.