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Yes, It Does Involve a "Secret" Victoria…

Written by: Sandy Schussel

Article Overview: People don't know what you want until you tell them--and asking for what you want results in landing exactly the kind of client you are hoping to reach.

Yes, It Does Involve a "Secret" Victoria…

"It appears that you've already got nearly as many clients as you can handle," I declared to Victoria, a CPA (Certified Public Accountant) who had just started working with me. "How can I help you?"

"None of them have any money," she confided.

Victoria is 27 years old and has managed to grow her accounting practice to its current level by giving terrific service to small retailers, most of whom are young and either just starting out or have been in business less than two years.

These clients are often struggling and can barely afford basic accounting services. Invariably, her happy clients recommend Victoria to their young entrepreneur friends. While she is grateful for their loyalty, she is frustrated about starting working with still more struggling small business owners.

I explained to Victoria that you can't attract what you want into your life-clients or anything else-unless you have a clear picture of whatever it is that you can share with people.

"It's hard for you to make the kind of living you want on these small clients," I acknowledged, "but then who do you want to take on as a client?" I asked her.

Victoria thought a moment and then replied, "Well, I do like to work with 'Mom and Pop' business owners, but I wish I could be working with some that are larger and more established."

"Then tell your clients that's who you're looking for," I challenged her.

"Just like that?" she asked. "I don't know . . ."

Two days later, Victoria called me. With excitement rushing her words, she related a conversation she had with one of her small business owners, a new independent copy store:

"I was finishing up the paperwork with Tom, the owner, when he told me he had recommended me to a friend of his who had just opened a small deli. I thanked him for the referral, but then I did what you told me to do. I said 'Tom, you know I always appreciate your faith in me and will always take good care of anyone you recommend me to, but I do my best work with people who have larger, more established businesses.'

Tom's wife, Marie, happened to be walking by while I was saying this and said, 'Why don't we send her to see my uncle?'

Then Victoria told me the outcome:

Marie's uncle owns a large, well-known furniture store in the next town. I have an appointment to see him next week."

Victoria's accounts knew she wanted more clients, but thought she wanted more clients like them. Victoria learned that people don't know what you want until you tell them-and asking for what she wanted resulted in her landing exactly the kind of client she was hoping to reach.

Don’t keep the profile of the clients you want a secret.

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Article Tags: accounting practice, accounting services, basic accounting, certified public accountant, cpa certified public accountant, excitement, faith, loyalty, mom, money, paperwork, pop business, referral, small business owners, terrific service, victoria, young entrepreneur



Related Forum Posts
Clothing Niche - Yasunori, can you dig deeper into the clothing niche? e.g. Business Casual for people 6ft and taller (men only, women only or both). Victoria Secret is big in Canada because they don't have retail Stores here and the only way to get their product in Canada is thru online purchases. They have a great Hassle-free return policy too.
Entrepreneurs in Victoria BC - Hi everyone Just thought I would post a thread for Victoria Entrepreneurs. If there's anyone from Victoria on the boards we should introduce ourselves. Looking forward to the chat! Phil
Justin Timberlake Commercial - I'm almost ashamed to say that I actually "got" that commercial before the end. It was still stupid and I expected better from him and Pepsi, but at least I got what the ad was trying to say. There were a couple that I have no idea what the real point was. If you don't get the point and if you remember the cute commercial, but forget what it was promoting -- it seems the advertising people aren't doing their job. Yet, they still get paid - hmmmmmm The Victoria Secret commercial was really weak. But, the Clydesdale commercial was great - that was my favorite by far. Chris
Victoria's Secret - Too Sexy? - This will be upsetting for some men. I just heard a report about Victoria's Secret and it was interesting. Their sales were down drastically in the 4th quarter of 2007 and the report was about how they are thinking the company has gotten too far away from the heritage that made it the blockbuster company it is. They are thinking the ads etc have become too sexy and the plan (at the moment) is to make the ads more sophisticated. That would be like the Super Bowl commercial which was very tasteful, but very different from any Victoria's Secret I've seen lately. Who do you all think the current sexy ads are targeting? I think its the men that they hope will buy these items for their female significant others. I hate to give Omarosa any kudos - but most women aren't "sold" on an item by an ad of a near naked sexy woman. Shri
Re: Success - I study success intently, and would like to share: Here's two excellent and nearly identical success-formulas from a couple of the world's masters. FIRST FORMULA: 1. Passionate Desire 2. Clear, Definite Purpose 3. Committed Decision 4. Take Action In Faith (Bonus Secret Sauce: 5. Repeat Consistently) I made a video about this, but am not allowed to link it yet. Google "Ryze Success Steps" for it. Oh, and this is Napoleon Hill's (Master Of Success Laws)'s Formula. SECOND FORMULA: 1. Passionate Desire 2. Understand It Is Already Done (Faith) 3. Relax & Allow It To Unfold (Go about your life calmly) This one is courtesy of Abraham-Hicks (inspiration for the movie The Secret). Hope that helps!


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