Archive for 'Success Series'

Who is it that makes up the specific group of people or businesses that you serve? For example, your target market might be first-time parents over age 35 or massage therapists or financial advisors. In an earlier post, we defined your ideal client – those individuals who energize and inspire you. Your ideal clients are a small subset of the target market you choose to serve. Your target market is the demographics of the group you’re most passionate about serving. It’s just as Read more »

A major “Key to Success” is being able to navigate through the uncertainty in life. The world is in constant flux; even more so in the last few years with the turbulent times we have been experiencing. People are tapped out at home and at work. Those who have lost their jobs are tapped out trying to find work and deal with all the change they and their families are experiencing.

William Bridges, the author of Managing Transitions: Making the Most of Change, Read more »

Begin to view your role with your clients as that of a highly important and trusted advisor. You have a moral obligation to offer your services to those who need them. To do anything other than counsel, advise, guide, and coach your clients would be a huge disservice. Start to view yourself as a leader in their life.

We all want someone to believe in. Be that person and you can write your own ticket. If you view yourself as a trusted advisor, clients will never forget you. They will come back to you months or even years later. Trust is Read more »

Consider this strategy as perhaps the most effective marketing and trust building strategy that exists for the professional service provider. People generally are not overly keen on being sold to, but they do enjoy being invited – as long as those invitations are relevant. Michael Port, author of Book Yourself Solid, tells the story that this one strategy alone, doubled his income in his second year of business.

Creating your own “always have something to invite people to” offer is something you will want to consider when you Read more »

All sales start with a simple conversation. An effective sales cycle, according to Michael Port, author of Book Yourself Solid, is based on turning these simple conversations into relationships of trust with your potential clients over time. We know that people buy from those they like and trust.

If you don’t have trust, then it doesn’t matter how well you’ve planned, what you’re offering, or whether you’ve created a wide variety of buying options to meet varying budgets. If a potential client doesn’t trust you, nothing else matters. Read more »

Are You Attracting Your Ideal Clients? Do You Have Clients That Drain Your Energy? Are You Booked Solid With Your Ideal Clients or Are the “Duds” Getting in the Way? Have you considered a Red Velvet Rope Policy?

It may be time to consider one. Michael Port, author of Book Yourself Solid, highly recommends a Red Velvet Rope Policy that allows in the most ideal clients, the ones who energize and inspire you. It also prevents the ones that are “not ideal” from working with you. Read more »

One of the elements to becoming booked solid is being considered credible within your marketplace. As a professional service provider, it is essential to consider the importance of exactly who it is that knows what you know in your area of expertise. Not only do potential clients need to know what you know, but also your marketing and referral partners.

So, what would you like to become known for within your target market? Be as specific and focused as possible. Here are some questions to Read more »

What is so important about developing a personal brand? A personal brand will help to clearly and consistently define, express and communicate who you are, whom you serve, and why you have chosen to dedicate your life and work to serving your target market. It allows you to stand out by identifying what is unique about you.

A personal brand should be clear, consistent, authentic, memorable, meaningful and personal. There are two main components.

Your Who and Do What Statement Your Why You Do It Statement.

To develop your Who and Do What Statement consider:

The specific problems you solve Who you solve them Read more »

The two questions that come to mind are:

What is the #1 biggest result you help your clients get? What is their return on investment?

If your potential clients are going to purchase your services and products, they must see them as investable opportunities; they must feel that the return they receive is greater than the investment they made. What kind of products and services could you provide to this market that helps them get the results they want? These have to be in line with what they need and desire.