Attract More Ideal Clients
Attract More Ideal Clients
"First create Your Ideal Client Profile.
"Think about who your best clients are right now, and what makes them so great. In what ways are they alike financially, professionally, or personally? What attitudes and aptitudes set them apart from others, and make them such exceptional, enjoyable clients?
"Write out your Ideal Client Profile. This description must be detailed and specific, for example:
* Is serious about personal financial success
* Has total household income of $75,000+
* Has investable assets of $350,000+
* Has important financial goals
* Eager to send me everyone they know who fits my profile
* Want an Advisor to whom they can entrust financial affairs
* Aren’t influenced by financial media
* Nice People
* Values my opinion and experience
"Your objective is to take on only those clients who match your Ideal Client Profile. Once you have written it out, you can figure out how many people, who match this profile, that you will need to meet your business development goals.
"Let’s assume that you need 100 ideal clients.
"1. On one piece of paper, print your Ideal Client Profile.
"2. On another piece of paper, list your present clients who fit your Ideal Client Profile. Don’t list all your existing clients; include only those who exactly match the profile (they must match every item on your Ideal Client Profile).
"Let’s assume there are 27 matches. So you need 73 more ideal clients.
"Your objective is to replicate the 27 who are already ideal. You are now absolutely crystal clear about how many, and the kind of clients you want. It’s time to talk to those 27 and see who else they know who are just like them.
"Your existing ideal clients are your replicators. You must simply give them a precise description (your Ideal Client Profile), and ask them for the names of people who meet it.
"Show your centers-of-influence your Ideal Client Profile to obtain referrals from them also.
"There is a fascinating dynamic that takes over once you’ve clearly defined what you want. Once you define the type of person you most want to work with and let your clients and colleagues know about it, you’ll start to see this type of person everywhere.
"It won’t be a matter of chasing down prospects to fill the slots; instead, you will easily attract and notice ideal potential clients.”
Bill Bachrach, considered by many as the financial service industry's top interview skills coach, has spoken 4 times at MDRT Annual Meetings, 7 times at FPA Success Forums, and 3 at MDRT Top of the Table. Many say his Values-Based Selling process is the top client-acquisition system in our industry. For more on it and other programs visit his site
Attract More Ideal Clients - To learn more about this author, visit Donald F. Pooley's Website.
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Bill Bachrach’s way of easily attracting more ideal clients:
"First create Your Ideal Client Profile.
"Think about who your best clients are right now, and what makes them so great. In what ways are they alike financially, professionally, or personally? What attitudes and aptitudes set them apart from others, and make them such exceptional, enjoyable clients?
"Write out your Ideal Client Profile. This description must be detailed and specific, for example:
* Is serious about personal financial success
* Has total household income of $75,000+
* Has investable assets of $350,000+
* Has important financial goals
* Eager to send me everyone they know who fits my profile
* Want an Advisor to whom they can entrust financial affairs
* Aren’t influenced by financial media
* Nice People
* Values my opinion and experience
"Your objective is to take on only those clients who match your Ideal Client Profile. Once you have written it out, you can figure out how many people, who match this profile, that you will need to meet your business development goals.
"Let’s assume that you need 100 ideal clients.
"1. On one piece of paper, print your Ideal Client Profile.
"2. On another piece of paper, list your present clients who fit your Ideal Client Profile. Don’t list all your existing clients; include only those who exactly match the profile (they must match every item on your Ideal Client Profile).
"Let’s assume there are 27 matches. So you need 73 more ideal clients.
"Your objective is to replicate the 27 who are already ideal. You are now absolutely crystal clear about how many, and the kind of clients you want. It’s time to talk to those 27 and see who else they know who are just like them.
"Your existing ideal clients are your replicators. You must simply give them a precise description (your Ideal Client Profile), and ask them for the names of people who meet it.
"Show your centers-of-influence your Ideal Client Profile to obtain referrals from them also.
"There is a fascinating dynamic that takes over once you’ve clearly defined what you want. Once you define the type of person you most want to work with and let your clients and colleagues know about it, you’ll start to see this type of person everywhere.
"It won’t be a matter of chasing down prospects to fill the slots; instead, you will easily attract and notice ideal potential clients.”
Bill Bachrach, considered by many as the financial service industry's top interview skills coach, has spoken 4 times at MDRT Annual Meetings, 7 times at FPA Success Forums, and 3 at MDRT Top of the Table. Many say his Values-Based Selling process is the top client-acquisition system in our industry. For more on it and other programs visit his site
Attract More Ideal Clients - To learn more about this author, visit Donald F. Pooley'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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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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