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Book Yourself Solid
THE 7 KEYS TO GETTING MORE CLIENTS THAN YOU CAN HANDLE EVEN IF YOU HATE MARKETING AND SELLING
Clients often ask me how I built a six figure income working as an independent professional in less than 10 months. I narrowed it down to 7 simple steps. Seven simple internal and intuitive attitude shifts? and the exact action items that will kick your business up a notch.
These effective and powerful steps won't come as any mystery to you, but if you take them to heart, they will absolutely and emphatically build your business naturally and authentically.
My advice to you (from someone who has struggled and been exactly where you are now) is to love, embrace and believe in yourself. Because I know how easy and realistic it is for you to become a successful solo professional.
Combine these simple insights with the gifts you have within yourself to create an abundant, joyful and prosperous business and life.
SEVEN KEYS TO BOOKING YOURSELF SOLID
Key 1: Focus On Solutions no matter what you say, think or do. Take the attention off of yourself, your business and your services. Every second of every day stay focused on clear, specific and detailed solutions, benefits and advantages that appeal to your prospects.
Clearly define the root of your prospects' problems and needs. Then only focus on those solutions. There does seem to be some universal confusion on the definition of a solution these days? or a slip of the mind, perhaps? Solutions are not technical, scientific, mechanical or procedural. They are simple ideas? profound, deep and impactful.
If someone wants to lose weight, solutions are not?
The core need of losing weight is much deeper. They really want to?
Now you're talking their language. The more benefits you uncover, the quicker you will start to attract new clients. People buy good feelings, news ways of thinking and solutions to their problems.
Key 2: Seek Out Ideal Clients for maximum joy, prosperity and abundance. Think about the human you are when you are performing optimally at your peak?when you are with all the people who inspire and energize you.
Make a long list of the characteristics these people have because they are your ideal clients. (p.s. clients and friends are interchangeable expressions)
I used to work with anyone who had a pulse and a checkbook. Living the red velvet rope policy of ideal clients increases my productivity? happiness? and more clients than I can handle are being referred to me. I know it's hard to believe, but it's true!
Clients are like family to me. Don't get me wrong, I lived through a period of intense and painful negative energy worrying about those challenging client relationships. It exhausted me and took me away from accomplishing the highest good for my clients. It was impossible for me to be productive, effective or successful in this environment.
Now with your list of inspiring people, I give you permission to release any dead wood in your calendar. If it feels scary, trust the next five steps to energetically fill those spaces.
Key 3: Embrace Your Authentic Self and toss out the societally accepted version of you. Yes! I'm serious. No one likes the IBM stiff blue suit that follows every rule. We're attracted to that perky, authentic confident soul who says it like it is and filters nothing!
Think about how radiant and attractive you are when you are with your best friends. You are spontaneous, free and genuine because of the trust within these close relationships.
Our real liberated, confident empowered self is the true self that only a select few inner circle friends are exposed to. Let me tell you? if you let your quirky, silly side shine? you'll experience far greater self-assurance and an immediate client attraction. Sound easy? It is! Works every time like a charm. Test it for yourself.
Key 4: Branding is not just for Superbowl advertisers. If you haven't identified your natural skill, talent, interest or expertise? or if you're not clearly and consistently expressing and defining yourself? chances are your clients can't either.
Most people are afraid of niches or specifity because they think it may limit their success or potential. That couldn't be farther from the truth.
Ambiguity and uncertainty translates into insecurity. Personal branding is uniquely you. Own it? love it? express it!
(oh, and by the way? once you've mastered your niche? then you get to expand and do anything else you want!!!)
Key 5: Articulating What You Do is the key that connects your vibrant, branded and authentic self to the world. Most people are afraid to express themselves in a clear and powerful way.
Speak boldly, clearly and with purpose. This is the fastest way to eliminate suspicion, guesswork or speculation. Prospects want to know the exact benefits they will experience and action they should take. Articulate this you'll have paved the way for a "yes".
Remember you won't appeal to everyone. And, that's the beautiful thing!!! What you will do is powerfully impact your ideal clients in a compelling way every time you clearly communicate the vibrant you.
Key 6: The Simple Selling Process is a cinch once you embrace Key 1 (solutions baby!). If you remember this, you'll never have to sell again.
When you think in terms of solutions and problems solved, clients will beg to work with you. You are a consultant? a lifelong advisor. When you have fundamental solutions to help others? it's your moral imperative to show and tell as many people as possible. You are changing lives!
Gain a commitment. Ask yourself, would this person's life be fuller, happier and better-off with me in it? Now, let your light shine and give an action plan.
Key 7: Self Promotion Is Easy And Fun The internet and modern technology is a beautiful thing, but too many people get caught up in their "web site". Don't waste one more second on any marketing that is ineffective, inefficient or that you just can't measure.
Master the tried and true techniques that will book you instantly, Network, mastermind and get synergistic relationships working for you. There's nothing less effective than a solo pro? and a single mind. Colloborate for the benefit of all!
If this seems to vague, open the phone book, look up professionals with similar clients and prospective audiences, make one phone call today and introduce yourself and the benefits of your services. Now make one five minute phone call every day. If you're not comfortable calling a stranger, talk to every friend, family member and colleague you know and ask for names of professionals in the fields you are seeking. Soon you'll have a growing list of warm names to call.
The second easiest way to book yourself solid is to use client referrals. First, ask every client how happy they are with your services. If the answer is positive, then ask who else they know in a similar situation that could benefit from... (list those benefits!). If they aren't satisfied, you just bought yourself a second chance. Consider yourself lucky.
Time prevailing there are so many more ways to Book Yourself Solid, we could go on for weeks and weeks on end. My recommendation, start with the basics here and write me at Michael@michaelport.com with additional questions, concerns, clarifications, epiphanies or revelations you have.
Remember you have the ultimate solutions to build an abundant business. Express the brilliance of you and let out the silly one too. Anything less is criminal.
So let's get down to it and book yourself solid!
About The Author
To learn more about booking yourself solid and getting more clients than you can handle even if you hate marketing and selling - go to www.MichaelPort.com.
It Isnt A Sale Until Youre Paid
Back in the days when I sold for CTV and CBC Television I had a manager that once said " It isn't a sale until you're paid." Most salespeople absolutely HATE calling their customers to ask for payment as they feel like the GOOD GUY and BAD GUY rolled into one!Hey - we have all been there.
Peddlers, Hucksters, & Empty Suits
Ever feel like you were "just a salesperson"? I think anyone who has been in sales for awhile has thought or felt this at sometime in their career. In some fields, sales is such a dirty word that they've created euphemisms to try and reclaim some dignity.
Selling To Women - Selling To Men - It Isnt the Same
Selling To Women - Selling To Men - It Isn't the SameNow let's not fall into the old style car salesman's trap of believing that men are interested in what goes on under the bonnet and women are only interested in what colours you can get and whether it has a vanity mirror.Believe me, and I speak as an ex mechanical engineer, I couldn't give a toot what goes on under the bonnet.
Selling a service isn't the same as selling a product. Your prospect is buying an intangible.
A Stupid Question, but it has to be asked
This is a stupid question but it has to be asked.Does your sales letter create as many sales as you would like?What proportion of them respond to your advert?What is just as important, how many of those that responded actually purchased your product?How can you improve the response rate?How many new email addresses did you capture?Do you have an 'opt in' strategy so that you can mail them later with more offers without being accused of spamming?Let us look at the sales letter first.
Buying Mortgage Leads - Three Things to Consider
The time comes for all mortgage brokers and loan officers to consider spending some of their hard earned money by testing the waters of mortgage leads.After all, leads are the name of the game.
60 Ways to Increase Your Mail Order Catalog Sales
This article is meant to inform. Please don't construe this as legal advice.
Selling the Difficult: How to Sell What People Dont Understand How to Buy
I'll play a seller, using conventional selling methods, selling something difficult to understand; you be the prospective buyer. As we go through the process together, note your reactions, how your beliefs are being challenged, what 'objections' and emotions come up for you as I try to 'sell' you.
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that I was selling at the show.
Why Arent They Buying?
You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic.
When Selling, Keep It Simple Stupid!
After our first half-hour telephone coaching session, when asked what he thought about our training, my client felt the learning process we had undertaken together earlier in the week, "was a bit too elementary." As a Branch Manager with over 18 years of sale experience, a supervisor who must also produce sales over and above the five representatives reporting to him, when he purchased our training, he thought that he would receive and then drill-for-skill some new and yet undiscovered selling process that would magically change his ability to produce sales.
Throw Out Your Selling Language - Unlock Your Natural Voice
I was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game.
Do You Want to Know the 8 Tips to Selling More Products?
So often sales men and woman are the very people that prevent themselves from obtaining additional sales and increasing their commissions. It doesn't matter if it's counter sales or door-to-door.
People Buy People So Sell On Relationships
(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people. If everything else were equal wouldn't you buy from the person that you liked the best? Of course you would and so do your clients.
Ten Top Tips for Terminating Telephone Terror
1. Make telephone callsFew things are more terrifying than the unknown.
Nothing Happens Until Someone Sells Somthing
You can always tell a good salesperson, they are always on the look-out for opportunities to do exactly that. Every chance they get they'll promote whatever it is they offer.
TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling.
The Wall of Defensiveness: 7 Ways to Tear It Down
Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems?That's what's been happening to Michael, who calls companies to set appointments with decisionmakers. "I have a great product that I'm passionate about," he told me, "but when I call prospects, they immediately start treating me as just another salesperson who's trying to sell them the same type of product that others have tried to sell to them in the past.
YOUR Future Profits -- Protect Source With CARE
At 21 years, just out of Business College, I went into the mail-order business. Spent 4-1/2 years in this venture and learned many valuable lessons about building customer relationships.
A Pause For Thought
You can have your cake and eat it.What is it that makes the sale of information products so appealing?Is it the fact that the only storage space required is a minute spot on your computer's hard disc.
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