How To Get Attention In A Noisy World: Client Attraction Strategies

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On a scale of 1-10 how well known in your industry are you? Let’s say 10 is that you’re one of the top internationally recognized people in your field, and a 1 means that your fan base largely consists of Mom.

Now…How well known would you like to be?

It’s a fair question, since not everyone wants to be extremely well known by those who can hire them, or refer them business (as surprising as that may sound)…Or at least that’s what ...

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Positioning Yourself To Attract More New Clients

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I can’t think of a less enjoyable way to spend one’s time than talking with people who are neither interested in what you have to offer, aren’t qualified to say yes, or have no money to invest in your services.

The bottom line is that prospecting for new business (the way most people do it) simply sucks.

Think about the reality of prospecting. What’s the first thing that happens? Whomever you’re talking to, their guard immediately goes up. Instead of being interested ...

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Your Strategy For Business Growth Is The Difference Between a Real Business & an Aspiration

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Interesting article in Inc Magazine on the differences between having a strategy for business growth, and delusional aspirations. It reminded me of a comment Dan Kennedy made, “Just because someone has a need for your services, doesn’t mean it’s a good business to be in.”

I learned that the hard way after publishing one of my first books, How To Negotiate The Raise You Deserve (Which I notice on Amazon you can buy a new copy for ...

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How To Convert More Prospects-Do Free Consultations Still Make Sense?

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I recently I wrote about the initial free offer to encourage visitors to opt-in for list building purposes, and whether you should offer it for free, or charge for it. It shared some different models and hopefully it gave you some good food for though. If you missed the post, you can read it HERE.

The discussion on free offers raises the next question: Should the initial consultation be offered gratis or should you charge for it? For years, ...

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Why Prospects Don’t Convert-Niche Marketing Strategies

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Few things are more frustrating than finally developing a system that attracts lots of new prospects, yet none of them turn into actual clients.

So today, I’d like to share a couple of thoughts that perhaps will be helpful. One is more tactical in nature, while the other may require a bit of a strategic shift. Both are worth thinking about.

Obviously, there are a host of factors that influence conversion, but I think that it’s important to recognize that simply driving ...

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The Importance of Big Ideas

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What’s the toughest part of getting people to pay attention to you when you’re trying to attract more new clients?

Setting aside for the moment all the ideas on using video, social media, and other delivery methods, from a purely practical perspective, you’ll not attract the interest you desire if you don’t have a “Big Idea” behind whatever you create.

Copywriting giant David Ogilvy observed:
“It takes a Big Idea to attract attention. Unless your marketing contains a Big Idea, it ...

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Presentation to the Kettering Executive Network

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Thanks so much to David Jenson of the Kettering Executive Network for inviting me to speak this morning. I enjoyed sharing with the group the structure and the methodology for using sales stories in both one-2-one selling situations and for branding your company. I think it’s clear that stories are much more than a “soft” tool for persuasive communication. When used in a strategic manner, they enable us to overcome objections and build an emotional connection with our prospects and ...

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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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Famous In Your Niche

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I’ll admit, when I first thought about trying to become famous in my niche, I had two distinct reactions.

On the positive side, I thought it would be kind of cool (for lack of a better phrase) to be one of the well known experts in my field. I envisioned that if I reached a certain level of visibility I’d get a lot more prospects calling me, rather than having to chase after them. And, the reality is that this really ...

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Getting Prospects To Call You

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If we’re perfectly honest about it, most of us just don’t enjoy chasing down clients…trying to convince them to do business with us. Personally, I’d much rather have prospects call me, and for years I wondered if there was a way to make this possible.

What I found is the answer is “Yes, you can” if you position yourself as one of the leading experts in your field. What I also found is that this is something all of us can ...

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