THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN HANDLE EVEN IF YOU HATE MARKETING AND SELLING
Clients often ask me how I built a six figure income working as an independent professional in less than 10 months. I narrowed it down to 7 simple steps. Seven simple internal and intuitive attitude shifts? and the exact action items that will kick your business up a notch.
These effective and powerful steps won't come as any mystery to you, but if you take them to heart, they will absolutely and emphatically build your business naturally and authentically.
My advice to you (from someone who has struggled and been exactly where you are now) is to love, embrace and believe in yourself. Because I know how easy and realistic it is for you to become a successful solo professional.
Combine these simple insights with the gifts you have within yourself to create an abundant, joyful and prosperous business and life.
SEVEN KEYS TO BOOKING YOURSELF SOLID
Key 1: Focus On Solutions no matter what you say, think or do. Take the attention off of yourself, your business and your services. Every second of every day stay focused on clear, specific and detailed solutions, benefits and advantages that appeal to your prospects.
Clearly define the root of your prospects' problems and needs. Then only focus on those solutions. There does seem to be some universal confusion on the definition of a solution these days? or a slip of the mind, perhaps? Solutions are not technical, scientific, mechanical or procedural. They are simple ideas? profound, deep and impactful.
If someone wants to lose weight, solutions are not?
The core need of losing weight is much deeper. They really want to?
Now you're talking their language. The more benefits you uncover, the quicker you will start to attract new clients. People buy good feelings, news ways of thinking and solutions to their problems.
Key 2: Seek Out Ideal Clients for maximum joy, prosperity and abundance. Think about the human you are when you are performing optimally at your peak?when you are with all the people who inspire and energize you.
Make a long list of the characteristics these people have because they are your ideal clients. (p.s. clients and friends are interchangeable expressions)
I used to work with anyone who had a pulse and a checkbook. Living the red velvet rope policy of ideal clients increases my productivity? happiness? and more clients than I can handle are being referred to me. I know it's hard to believe, but it's true!
Clients are like family to me. Don't get me wrong, I lived through a period of intense and painful negative energy worrying about those challenging client relationships. It exhausted me and took me away from accomplishing the highest good for my clients. It was impossible for me to be productive, effective or successful in this environment.
Now with your list of inspiring people, I give you permission to release any dead wood in your calendar. If it feels scary, trust the next five steps to energetically fill those spaces.
Key 3: Embrace Your Authentic Self and toss out the societally accepted version of you. Yes! I'm serious. No one likes the IBM stiff blue suit that follows every rule. We're attracted to that perky, authentic confident soul who says it like it is and filters nothing!
Think about how radiant and attractive you are when you are with your best friends. You are spontaneous, free and genuine because of the trust within these close relationships.
Our real liberated, confident empowered self is the true self that only a select few inner circle friends are exposed to. Let me tell you? if you let your quirky, silly side shine? you'll experience far greater self-assurance and an immediate client attraction. Sound easy? It is! Works every time like a charm. Test it for yourself.
Key 4: Branding is not just for Superbowl advertisers. If you haven't identified your natural skill, talent, interest or expertise? or if you're not clearly and consistently expressing and defining yourself? chances are your clients can't either.
Most people are afraid of niches or specifity because they think it may limit their success or potential. That couldn't be farther from the truth.
Ambiguity and uncertainty translates into insecurity. Personal branding is uniquely you. Own it? love it? express it!
(oh, and by the way? once you've mastered your niche? then you get to expand and do anything else you want!!!)
Key 5: Articulating What You Do is the key that connects your vibrant, branded and authentic self to the world. Most people are afraid to express themselves in a clear and powerful way.
Speak boldly, clearly and with purpose. This is the fastest way to eliminate suspicion, guesswork or speculation. Prospects want to know the exact benefits they will experience and action they should take. Articulate this you'll have paved the way for a "yes".
Remember you won't appeal to everyone. And, that's the beautiful thing!!! What you will do is powerfully impact your ideal clients in a compelling way every time you clearly communicate the vibrant you.
Key 6: The Simple Selling Process is a cinch once you embrace Key 1 (solutions baby!). If you remember this, you'll never have to sell again.
When you think in terms of solutions and problems solved, clients will beg to work with you. You are a consultant? a lifelong advisor. When you have fundamental solutions to help others? it's your moral imperative to show and tell as many people as possible. You are changing lives!
Inquire?
Show?
Ask?
Gain a commitment. Ask yourself, would this person's life be fuller, happier and better-off with me in it? Now, let your light shine and give an action plan.
Key 7: Self Promotion Is Easy And Fun The internet and modern technology is a beautiful thing, but too many people get caught up in their "web site". Don't waste one more second on any marketing that is ineffective, inefficient or that you just can't measure.
Master the tried and true techniques that will book you instantly, Network, mastermind and get synergistic relationships working for you. There's nothing less effective than a solo pro? and a single mind. Colloborate for the benefit of all!
If this seems to vague, open the phone book, look up professionals with similar clients and prospective audiences, make one phone call today and introduce yourself and the benefits of your services. Now make one five minute phone call every day. If you're not comfortable calling a stranger, talk to every friend, family member and colleague you know and ask for names of professionals in the fields you are seeking. Soon you'll have a growing list of warm names to call.
The second easiest way to book yourself solid is to use client referrals. First, ask every client how happy they are with your services. If the answer is positive, then ask who else they know in a similar situation that could benefit from... (list those benefits!). If they aren't satisfied, you just bought yourself a second chance. Consider yourself lucky.
Time prevailing there are so many more ways to Book Yourself Solid, we could go on for weeks and weeks on end. My recommendation, start with the basics here and write me at Michael@michaelport.com with additional questions, concerns, clarifications, epiphanies or revelations you have.
Remember you have the ultimate solutions to build an abundant business. Express the brilliance of you and let out the silly one too. Anything less is criminal.
So let's get down to it and book yourself solid!
About The Author
To learn more about booking yourself solid and getting more clients than you can handle even if you hate marketing and selling ? go to www.MichaelPort.com.
Why do we get into sales? Typically it is two... Read More
With the dot.com revolution crushing once solid business models on... Read More
A completed communication consists of a sender and a receiver.... Read More
Authors/publishers are great at getting their books written. Entrepreneurs know... Read More
Anyone that works in sales knows just how important it... Read More
? Go through the "no's" to get to "yes." ?... Read More
You've met a new prospect, accurately assessed their needs and... Read More
Benefits are what motivate people to purchase from you, right?... Read More
A mobile auto detailer and their profits are tied to... Read More
Writing good sales copy is not an art, it is... Read More
"Value-added." That word is used so much it has become... Read More
Most business people will tell you that selling is not... Read More
Why should you describe your business to others in 5... Read More
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
Female mannequins are very common in clothing stores. They are... Read More
Not all mannequins are made to look like full-grown adults.... Read More
Once you have added a new customer to your book... Read More
Part I of this article explored how strategies of Neuro-Linguistic... Read More
As I prepare this issue of this Newsletter, at 37,000... Read More
A mannequin head is a life-size head that includes all... Read More
Your job as an event planner doesn't stop with the... Read More
Recently I wanted a new lawn mower as we have... Read More
It's easy to spend days, weeks, or months speaking with... Read More
Any time a clothing store opens or expands, they must... Read More
Would you pay $12,500 to discover the keys to great... Read More
Here are five sure-fire ways to guarantee you will not... Read More
Ask any salesperson, "At what point in the selling process... Read More
The question: "When should a growing company slow down its... Read More
Linda felt like she had reached a plateau in her... Read More
I really just don't get it.How can so many businesses... Read More
A Simple TruthDo you have the right stuff?Are you consistent... Read More
Barter is becoming an increasingly popular method of commerce. The... Read More
Everyone wants the best possible value in every transaction, but... Read More
The difference between antique or vintage store fixtures and used... Read More
Most consultants I've talked to don't spend any time trying... Read More
When it comes to buying mortgage leads, there are many... Read More
Many participants in my programs ask how to deal with... Read More
Let me tell you about my friend Peter who has... Read More
The headline that appears over the salutation in a fundraising... Read More
Junk mail. We all get it. And it goes straight... Read More
The other day, I received the last issue of a... Read More
If Chicken Little were alive today he wouldn't be running... Read More
Your prospect is in the market for a widget, just... Read More
Why should you describe your business to others in 5... Read More
The success of a small business depends upon a steady... Read More
The sales letter you can't put down?the advertising copy that... Read More
It may sound funny, but honestly, if you're opening up... Read More
HANDLING OBJECTIONSSales presentation is not always going to be plain... Read More
The other night I was watching a classic western from... Read More
Special Requirements for Reprint: we ask only that you include... Read More
Usually my essays discuss the issues that the 'sales' method... Read More
It is fairly common for real estate companies and mortgage... Read More
Some trainers and sales managers teach that there are prospects... Read More
The purpose of a 1- or 2-hour seminar is to... Read More
Always give a reason for the sale for credibility. 1.... Read More
Neil Rackham turned the world of high-ticket salesmanship on its... Read More
People ask me, "What should I charge?"I say, "Ask your... Read More
Wherever you turn these days you'll find articles covering every... Read More
All customers have a choice to make. Sometimes that choice... Read More
Selling is not talking. It's listening. You may have heard... Read More
It's early January 2004. The Green Bay Packers are just... Read More
When was the last time you thanked your customers?This often... Read More
Sales letters, sent via e-mail or snail mail, are an... Read More
What methods can we use to install confidence into your... Read More
Have you ever sat through a movie and got to... Read More
Speak to almost any self employed professional and most of... Read More
Sales |