5 Simple Steps to Get All the Clients You Can Handle
5 Simple Steps to Get All the Clients You Can Handle
evolving more rapidly than ever before. Competition, technology
and consumerism are taking huge bites out of our business
possibilities.
We're working harder, feeling more stressed, and not yet seeing the
results we want. The old answers to building and sustaining our
businesses don't seem to be working any more.
Whether we like it or not, it's time to take action and re-engineer
our businesses - or risk our futures.
With this in mind, I'd like to share 5 battle-tested strategies that
will create irresistible demand for your services, guaranteed!
1. Understand that the primary objective of your business should be
the MARKETING of your professional services, as well as, the actual
delivering of your services. Most service professionals have it
backwards.
You see, the challenge is that most of us have been taught that
simply because we deliver excellent service and provide enormous
value, clients will automatically knock our doors down.
Well, I can tell you from personal experience, as well as with
hundreds of my clients, it's simply not the truth. The key to
building a long term, solid practice is the quality and consistency
of your marketing much more than the actual delivery of your
services. As Michael Gerber states in the e-myth revisited, working
on your business much more than working in your business.
2. Become a "positioner" not a prospector. A positioner is someone
who builds his/her reputation such that prospects come to them, they
command respect. Positioners pick and choose clients, whereas
prospectors hustle and struggle to get clients. Become a positioner
and share your valuable knowledge, expertise, and education with
prospects, as a result you will be viewed as the "go to" person.
3. Use an education-based marketing approach to attract new clients.
This is the process used by industry leading service professionals to
attract and enroll highly qualified prospects by giving them what they
want, not by selling or promoting. Selling based marketing is out,
it's old school.
Think about it, the problem is that prospects go out of their way to
avoid you, they even become defensive. How does that make you feel?
The key is to look for opportunities to create and give your
information away, which in turn will position you as the expert. As a
result, you will create a powerful magnet to pull clients to you.
4. Design, create, sell and give away information products to
generate leads. All highly successful service professionals are avid
writers and producers of information products. The benefits of
creating your own info products are many: beginning with creating
passive revenue, allowing you to enjoy more time, freedom, and
increased bandwidth to make a larger impact in the world.
In terms of positioning, creating an info product will attract
highly qualified prospects who view you as an expert in your field,
and as a result, will pay top dollar to work with you.
5. Become a specialist, not a generalist. This is a big one. Highly
successful coaches are specialists at one thing. When people think
of that one thing, the specialist comes to mind. Prospects who want
that one thing will pay top dollar for coaching and advice, and are
attracted like a magnet.
I'm sure you've heard how vitally important it is to identify and
define your target market. I can't overemphasize the importance of
this. Without having a crystal clear idea of who you are, in terms of
your strengths, gifts, talents, and experiences and who you will
support based on your attributes, you are literally shooting yourself
in the foot.
------------------------------------------------------------------
Travis Greenlee is a Master Business Design and Development Consultant
who specializes in teaching speakers, trainers, coaches, consultants and
business owners to earn a more profitable living doing what they love.
To learn more about filling your practice with confidence and ease,
grab your free 7-part digital audio minicourse: http://TravisGreenlee.com
5 Simple Steps to Get All the Clients You Can Handle - To learn more about this author, visit Travis Greenlee's Website.
Like this article? Share it with your friends
As you are probably well aware, the service profession is
evolving more rapidly than ever before. Competition, technology
and consumerism are taking huge bites out of our business
possibilities.
We're working harder, feeling more stressed, and not yet seeing the
results we want. The old answers to building and sustaining our
businesses don't seem to be working any more.
Whether we like it or not, it's time to take action and re-engineer
our businesses - or risk our futures.
With this in mind, I'd like to share 5 battle-tested strategies that
will create irresistible demand for your services, guaranteed!
1. Understand that the primary objective of your business should be
the MARKETING of your professional services, as well as, the actual
delivering of your services. Most service professionals have it
backwards.
You see, the challenge is that most of us have been taught that
simply because we deliver excellent service and provide enormous
value, clients will automatically knock our doors down.
Well, I can tell you from personal experience, as well as with
hundreds of my clients, it's simply not the truth. The key to
building a long term, solid practice is the quality and consistency
of your marketing much more than the actual delivery of your
services. As Michael Gerber states in the e-myth revisited, working
on your business much more than working in your business.
2. Become a "positioner" not a prospector. A positioner is someone
who builds his/her reputation such that prospects come to them, they
command respect. Positioners pick and choose clients, whereas
prospectors hustle and struggle to get clients. Become a positioner
and share your valuable knowledge, expertise, and education with
prospects, as a result you will be viewed as the "go to" person.
3. Use an education-based marketing approach to attract new clients.
This is the process used by industry leading service professionals to
attract and enroll highly qualified prospects by giving them what they
want, not by selling or promoting. Selling based marketing is out,
it's old school.
Think about it, the problem is that prospects go out of their way to
avoid you, they even become defensive. How does that make you feel?
The key is to look for opportunities to create and give your
information away, which in turn will position you as the expert. As a
result, you will create a powerful magnet to pull clients to you.
4. Design, create, sell and give away information products to
generate leads. All highly successful service professionals are avid
writers and producers of information products. The benefits of
creating your own info products are many: beginning with creating
passive revenue, allowing you to enjoy more time, freedom, and
increased bandwidth to make a larger impact in the world.
In terms of positioning, creating an info product will attract
highly qualified prospects who view you as an expert in your field,
and as a result, will pay top dollar to work with you.
5. Become a specialist, not a generalist. This is a big one. Highly
successful coaches are specialists at one thing. When people think
of that one thing, the specialist comes to mind. Prospects who want
that one thing will pay top dollar for coaching and advice, and are
attracted like a magnet.
I'm sure you've heard how vitally important it is to identify and
define your target market. I can't overemphasize the importance of
this. Without having a crystal clear idea of who you are, in terms of
your strengths, gifts, talents, and experiences and who you will
support based on your attributes, you are literally shooting yourself
in the foot.
------------------------------------------------------------------
Travis Greenlee is a Master Business Design and Development Consultant
who specializes in teaching speakers, trainers, coaches, consultants and
business owners to earn a more profitable living doing what they love.
To learn more about filling your practice with confidence and ease,
grab your free 7-part digital audio minicourse: http://TravisGreenlee.com
5 Simple Steps to Get All the Clients You Can Handle - To learn more about this author, visit Travis Greenlee's Website.
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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