One of those recurring themes in business coaching is sales: “I want more clients”, my own customers scream at me. And it is amazing how time and again, the solution lies in their own hands.

Here are two of my standard tips to jolt people forward, and they succeed time after time.

The first was written up very succinctly now so long ago as a case study in “Inc.com”. They focused on a young CEO, who was faced by an slightly docile sales team. So, she challenged them all to contact the five people they most wanted to meet in order to conclude their next deal. The results were phenomenal and very dynamic.

When you think about it, the concept is very simple. However, many of us are put off by it immediately with a subconscious thought of “why would these ‘great’ want to talk to somebody like me”. Maybe? Possibly? But if you do not try, you will never know. After all, what have you got to lose except five minutes of your time?

Just recently, I put this trial in front of two sophisticated CEOs. Within a week, one had completed three first meet-ups with key potential clients. The other had greeted me very dubiously, but by the end of our session had enthusiastically listed the names to ten “must-to-contact” rainmakers.

A second tactic is again somewhat obvious but frequently ignored. Go and seek some testimonials, and then publish them. The point is that many of us are persuaded by seeing a review, preferably a visual comment, by somebody who has used your product or service and not been disappointed.

Let me rephrase this. When we look for a plumber or an electrician, we often ask a friend or a neighbour for a recommendation. Similarly, request others to promote you. It is bizarre how so many of us are reticent to do so.

To take this thought one step further, I was watching Sky News last week, when a serial entrepreneur gave a plug to a new website called Social Superstore. This allows you to recommend to others products that you have bought. If they also purchase the item, then you receive a financial reward.

And as a business coach, the best piece of news I can give my clients is that these ideas can be repeated almost continuously. Even better, while much of my client reach is in the Jerusalem region in Israel, these marketing principles can be applied globally.

As I remarked above, quite often the path to higher sales is right in front of us. What we may lack is the clarity to see the opportunity and then the confidence to seize it.