Book Yourself Solid

Keys To Success No. 8 – Keep In Touch…with Permission!

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Keeping in touch may just be the most important marketing strategy you’ll ever use. You’ll need to connect with potential clients many times before they’ll feel comfortable hiring you or purchasing your products. If you don’t have a systematized and automated keep-in-touch strategy in place, you may end up leaving business on the table.

Keep in mind that there is an important distinction between following up with potential clients, colleagues, and others on a personal one-to-one level, and developing an automated keep-in-touch strategy where you broadcast electronic newsletters and other e-mail and send regular mail messages. When you’ve met someone and exchanged contact information, you have permission to communicate with him/her, to start or continue a dialogue that is valuable to both of you. Read more

Keys To Success No.6- “Always Have Something to Invite People To” Offer

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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 design your sales cycle. This is the offer you’ll direct potential clients to through your core marketing strategies. There are many ways that you can set up this “always have something to invite people to” self-promotion strategy. You are limited only by your imagination! Read more

Keys To Success No. 5 – Building Relationships of Trust

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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. They aren’t going to buy from you—period. If you think about it, this may be one of the main reasons you say you hate marketing and selling. You may be trying to market and sell to people with whom you have not yet built trust.

  • What are your potential clients thinking?
  • Do they really believe you can deliver what you say you can?
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Keys To Success No. 4 – Choose Your Ideal Clients

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  • 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. This may sound like a crazy concept. You may be thinking, how am I going to grow my business and say no to some potential business. It works!

Many coaches have taken on this challenge and are amazed at how powerful a concept it is for both personal fulfillment and business growth. Read more

Key To Success No. 3 – “Who Knows What You Know? “

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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 help you get started.

  • In what areas are you currently an expert?
  • Where do you need to develop your expertise?
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Keys To Success No. 2 -“Develop Your Personal Brand “

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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 for
  • What the results are

Example: “I help professional services providers get all the clients they want.” Your potential clients can see if you help people in their particular situation.

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Key To Success No. 1 – Offer Investable Opportunities

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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.
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