Deb Bercume

Key To Success No 9- Navigating Through the Uncertainty in Life

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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, introduces a three phase transition model and strategies to help us manage through the transition process more successfully.

Ending Phase

  • Be clear about what is really ending.
  • Let go of old assumptions. Evaluate the situation honestly and objectively.
  • Actively seek closure on the “old way”.

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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. 7 – Clients Want You to Help Them “Be that Trusted Advisor”

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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 built over time, so a connection you make today may not develop until much later. Continue to share your vision, mission, and obligation to help people. Give clients benefit after benefit and show them exactly how they can fulfill the promise of your offerings.

Michael Port says, “There is an acronym that is often used in sales—A, B, C—always be closing. Yuck! Sounds like cheesy sales talk to me. Instead, I say—A, B,C— always be communicating.” 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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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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