We can all agree that if a prospect is not a proper fit for your business, then you would be doing both the prospect and your business a disservice by taking them on as a client. So, how do you ensure that your clients and centers of influence are connecting you with the right people? In today’s article, I give you a quick & effective power script that will help you clarify who you serve best, and start getting more introductions to “perfect-fit” clients.
I just read a powerful book that you need to know about, because it has changed how I view my own business. Here are the two biggest lessons I learned:
#1. You need to be the GUIDE in your clients’ stories, not the HERO, and;
#2. If you don’t understand both your prospects’ internal and external problems, they won’t want to work with you.
To find out what the heck I’m talking about and the name of this game-changing book, keep reading (+BONUS VIDEO)
People are always asking me for specific, tangible ideas for increasing client engagement. So, since I always love an opportunity to share REAL things that REAL people are doing to produce REAL results, here are 4 things that Scott (a financial advisor in San Diego whom I’ve dubbed the “King of Wow”) has done to show his clients how much he cares… and turn them into advocates for his firm along the way.
I blew it and I knew it. I botched an introduction. I should have known better.
You might as well learn from my mistakes – right?
Here are three blunders I have personally made – the first one very recently – and the lessons I’ve learned. (Yes! Even the “Referral Coach” gets it wrong from time to time.)
What does the epic fail of the emergency alert system in Hawaii have to do with your business? More than you might think.
Here are 5 key takeaways about crisis management and damage control that we should all keep in mind when disaster strikes our office – even if that “disaster” is as simple as a disgruntled client.
Here are 10½ New Year’s Resolutions you can make and keep for acquiring more ideal clients in 2018:
Repeat after me…
1. I resolve to… create and deliver a discovery process with prospects that leads with value so that I win the business and my initial process alone generates some introductions.
2. I resolve to… employ an onboarding process that welcomes my new clients down the metaphorical red carpet – so they go “wow” much more than I expected.
Don’t stop at here! Keep reading and have a spectacular year!
“Sometimes change to an industry can come so fast that you’ll wake up one day and wonder what planet you’re on. That’s what happened when services such as Napster, Uber, and Netflix burst onto the scene.”
Then Craig got super serious and added, “We must always be ready to justify, defend, or reframe our value to our prospects and customers or we’ll die a fast death in the marketplace.”
You simply must read this excerpt from my new book; an interview with Craig Strent, CEO of APEX Home Loans. Craig is a creative thinker who has built a successful business.
Tis’ the season of giving! Although it’s important to show your appreciation year-round, sending reasonably-priced gifts during the holidays can go a long way in keeping you engaged with your clients and centers of influence, while continuing to nurture those all-important business friendships. Remember – a sense of “engagement” with you and your team is what makes you Super Referable and…
What does it take to get your prospects and clients to take action? It’s a complicated answer, but this blog will simplify things for you a bit. The first question to ask yourself, “Is the problem I’m trying to solve Latent or Blatant? Second question, “Is this problem Aspirational or Critical?”
Click to see the diagram that will give you a fresh perspective on how to approach prospects and clients – to move them to take action.
In a sea of sameness, video can help you stand out and connect in ways other mediums just can’t accomplish.
Words on a website page (or LinkedIn Profile) can only go so far in helping your prospects and clients connect with you; want to do business with you.
Real photos of you and your team working with real clients is SO MUCH better than using a bunch of clip art images that your visitors have already seen in other places.
But nothing engages the senses and draws people in like video… good video.
If you’re thinking, “But I have a face for radio and I stiffen up in front of a camera,” keep reading.