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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