EducationQ&A

What if I can’t find new clients in my area?

The answer is simple. Here is a true story that those of you who have attended my seminars over the years may have heard.

When I was struggling with my business, my dad asked me if I wanted to go fishing. We never went fishing. Sometimes he would take me deep sea fishing in the Gulf of Mexico when we were on vacation in Florida, but that was it. I agreed and thought this might be one of my dad’s teaching moments—it was.

He let me think for a day or so, then he said, “Steve when we go fishing this weekend, what kind of fish do you want to catch?” I said, “Where are we going?” to which he replied, “Just out to Geist Reservoir.” Then he asked me, what is your favorite fish? I said a red grouper. He said, “That is what we will fish for this weekend at Geist.” I replied, “That isn’t possible, is it?” You see, red grouper are saltwater fish.

Dad said no, it’s not possible, but if you want red grouper, you have got to go where the red grouper are, just like your business. If you want the bigger and better accounts, you have got to go where they are. I got the message loud and clear. That was one teaching moment that changed my selling career, and it has never been the same.

You, too, can change and refocus your direction and head your salesman ship in a different direction, but it is all up to you. You see, your business is your ship. You are the captain of your ship, and you have the opportunity to steer it anywhere you want to take it. Good luck, and let me know how your voyages are doing.

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Stephen L. Capper

Stephen L. Capper, along with his wife, Nora, and their daughters, Jami and Toni, owns and operates A-1 Awards, Inc. in Indianapolis. He has been associated with the awards and recognition industry for over 45 years, and has given numerous seminars since 1979.

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