Michael Port

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.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. 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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