The easy way to get a waiting list of clients

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After 20 years of advising individuals and organizations on how to attract brand new clients, I’ve become a firm believer that most people make client attraction far too difficult.

If you focus on just 2 things you can have as many new clients as your business can handle. Remember the over-arching philosophy of Gentle Rain: “Build relationships first. Sell stuff second.” Or as my Dad would say, “Never try to sell to strangers.”

OK, so here’s how you do that.

First, take a ...

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How stories get you on the first page of google

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I was talking with my friend Jeff Hopeck of Killer Shark Marketing about Google and it’s ever changing algorithm that determines which websites get on the first page.

The two main variables have historically been links and content. They’re both still important, but the emphasis is now heavily tilting towards content.

And not just any content.

Nope, unfortunately taking one article, blog post or twitter feed and just reposting it over and over again won’t get you high in the rankings. In fact ...

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Should Getting New Clients Be Free?

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When I ask prospective clients, “How do you get new business?“, invariable the answer is “Word of mouth & referrals.”

Now there’s certainly nothing wrong with that. I think we’d all agree that a strong referral is the best type of lead, since the individual is often predisposed to wanting to work with you. A referral reduces the amount of convincing we have to do-which if you’re like me, and hate to convince people to do anything, referrals are a very ...

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4 Sales Prospecting Tips

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In this presentation I show you 4 guerilla marketing ideas you can use immediately to attract more new clients.

Remember, while it’s great to learn new ideas and sales prospecting techniques, ultimately it’s all about implementation. A thought would be to select just one idea and fully implement it. Remember the old adage about marketing, “Try a lot of things, see what works, do more of that.”

Let me know if you found this presentation helpful.

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Focusing on what’s important

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It’s easy to get seduced with technology, especially with the increased focus on social media.

But here’s something to keep in mind.

It’s not that you Twitter, Facebook, YouTube, or LinkedIn.

It’s what you say.

The key is to be interesting or at perhaps a bit controversial. Which means you shouldn’t be afraid to share information about who you are, how you came to do what you do. I’ve found that people are genuinely interested in the backstories of others.

Of the 8-12 stories I ...

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The Elevator Speech is a Dumb Idea

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Here’s a contrarian viewpoint. I believe that trying to develop an elevator speech, in which you attempt to summarize what you do in a single sentence, is an amazingly dumb idea. Lord knows, I’ve spent enough time working on one for myself and trying to develop them for clients.

Finally, it occurred to me that it was a complete waste of time.

Think about what’s typically developed.

Either it’s what I call the Yellow Page classification answer…”I’m a financial advisor”…accountant…butcher…baker…candlestick maker.” Exceeding ...

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Quit Selling

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Imagine for a moment that there was no pressure on you to sell anything…that you were free from the constraints of producing revenues.

In this mythological scenario, your focus is now 100% on building relationships.

No pressure to get them to actually buy anything. All you’re charged with is getting their attention and building a relationship.

How would you communicate differently?

The answers probably vary, but I’d imagine that there would be a lot less focus on you. Your solution. Your features. Why you ...

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Get Your Clients to Brag About You

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Imagine that there were hundreds, or even thousands or people who were all recommending you. What would the impact of lots more new clients be on your business? Granted that’s somewhat of a rhetorical question, since the obvious answer is “Damn that would be great!.”..but it begs the question: How precisely can we get people talking about you?

Here’s one idea from (of all places) the world of antique collecting-and don’t immediately turn off because you’re not in that business. ...

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Learning vs Doing

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For those who pay attention to such things, the season is upon us when selling coaching and mastermind programs is in full swing. There’s certainly no shortage of choices. In fact I’m wrapping up the program I joined last year, and it’s been a great investment of money and time. I attribute getting my book to #1 on Amazon in its category directly to what I learned as well a lot of more new clients.

However, I noticed that less ...

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What’s your competitive advantage?

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When it comes to attracting new clients, what’s your competitive advantage?

Is it that you’re using the latest social media?

Is it because you redesigned your website and made it SEO friendly?

Is it your sheer persistence and hard work?

I don’t think so.

While all of these are helpful, they aren’t what your true competitive advantage is.

Nope.

Your true competitive advantage is the message you communicate-the stories you tell.

So here’s an interesting exercise. Read over your message. Then Google the type of work that ...

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