How to tap into the desires of your prospects

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The more you understand the needs, wants, hopes and desires of your prospective clients, the better you’ll be able to position your services to meet those needs.

Here’s the best exercise I’ve run across that will enable you to get into the mindset of your clients:

Answer the questions below, to create a, “Perfect Prospect” for what you are marketing. (Tip: Write down what immediately comes to mind.)

  • John (or Jane) is my ideal prospective client. He/She is __years old. His/Her three ...
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How much should you spend to get a new client?

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Spending money to acquire new clients is tricky. Spend too little, and you’re likely to fall victim to the feast or famine business cycles. Spend too much, and you’ll go broke. So, how do you determine how much to spend?

Here are some thoughts.

The reality is that if you’re planning on growing your business, you’re going to need to spend something on marketing. Unfortunately, there are still a lot of advisors, experts and owners of small business that think the cost ...

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How To Get More Prospects To Call You

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It’s a given that in order to close business, you need to talk with your prospective client. That’s somewhat of a blinding grasp of the obvious. However, the question becomes, how can I get more people to talk with?

And even more important than that question is-“How can I get more ultra-qualified, eager-to-do-business with me, prospects to call?”

Here’s how.

What we need to do is to follow the decision making path that people take whenever they’re considering hiring an expert, advisor or consultant.

The ...

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Content Marketing For All Of Us

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What many don’t realize is that today’s emphasis on content marketing, is really a return to the past. Back in the 1960s many brands were primarily responsible for the development of the hit programs of the day. General Foods created the Jack Benny show, primarily as a means of selling Jello.

Today, brands can become their own distribution network for their content. RedBull literally pushed the edge of space with its sponsorship of a historic 24 mile free-fall to earth. Branded ...

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You know a lot of cool stuff. (Now share it!)

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OK-here’s a thought. (And if you actually do this, you’ll attract a lot of prospects.)

I don’t care what your area of expertise is-whatever it is, you’ve got a wealth of knowledge about it. Even if you don’t think you know a lot of cool stuff-you do. Case in point. I was doing an interview recently, and while we on commercial break the DJ asked, Well, what do I know?

Egads-do you know how many people would love to be on your show? What makes ...

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2 Questions That Will Grow Your Business

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Success (in all aspects of life) has a lot to do with the types of questions you ask, and how you interpret the information you get. Determining what the right questions are, is often difficult, but thinking that through is usually worth the effort.

Since I live in the world of marketing and client attraction,and you’re reading a blog on those topics, let’s focus on the 2 questions I believe you should ask before you start implementing your marketing system.

1) Why am I doing this?

Lots ...

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How to get prospects to say “Yes”

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Suppose you’re a guy and you see an attractive woman at the bar. You’re convinced that she’s your soulmate (even though you’ve never actually spoken). So what do you do?

Well, you could go up to her and say, I just saw you and I’m convinced you’re my soulmate-will you marry me?” 

And what would the reaction be?

Duh

But, the reality is that we do this all the time. You. Me. Everyone who’s got something to sell.

Yup-we do the same damn thing-except it’s about ...

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Attracting Senior Level Decision Makers

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For those of us who focus on building relationships with senior level decision makers, especially those in large companies, the challenges of marketing our services are a bit different. Credibility as an expert in your field, coupled with an interesting point of view, becomes critical. Naturally this is true regardless of the market you serve, but for those of use targeting the C-Suite, it becomes a primary mission.

Part of the reason for this is that we are competing against not ...

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A simple way to get prospect to pay attention to you

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It’s terrible to be ignored. Nobody likes it. And when it comes to your business, if you get ignored by those with whom you want to do business with, well, pretty quickly you’re out of business.

So how do we get prospects to pay attention to us?

Fortunately it’s not that hard. The answer is in knowing one thing.

What’s the first question your prospects have about a topic?

Give them the answer to that, and you’re off to the proverbial races.

For example…

If someone ...

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How successful consultants attract new clients

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It doesn’t matter what type of business you’re in, there are a small handful of “major players”. I’m sure you know who they are in your field.

You also probably (and correctly) think that they’re no better than you. Sure, they know their stuff. Sure, they’ve proven that they can solve client problems.

But so have you.

So why is this small handful of people at the top of the pyramid, and you’re not?

The good news is that you can become one the ...

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