Sell The Experience, Not the Concept
You’ll have more success letting a prospective client experience working with you, than trying to explain what you do and how you work.
Make an Offer, and Let Them Say “No”
Thirty years ago, I needed lifesaving surgery. I worked hard to find out who the surgeons with the best reputations were, and then I made separate appointments with each of three doctors who had been most highly recommended. The first surgeon I met with did not impress me one way or another. The second told
Too Many Clients
While some of my clients would love to have this problem, many of the professionals I work with who have been at it for years actually complain that they have too many clients, and they are concerned that they can’t service all of them adequately. But the real problem isn’t that there are too many
It’s Okay…but Can I Ask You Why?
In conversations with clients and prospective clients, all professionals and salespeople eventually run into what is commonly referred to as an “objection”. Most initial objections, however, are not really objections at all. They’re Automatic Negative Responses (ANRs). You walk into a department store to buy a picture frame for your mother for her birthday. You
How to Lose Your Clients: 7 Sure Strategies
Today I want to give you some pointers on how to lose clients. Losing good clients is relatively assured if you follow these simple directions: 1. Avoid regular communication. Make sure that you never let clients know what the status of their case is. Don’t proactively report to them on a regular basis, whether you’re
Three Ways to Blow a Referral Appointment
Your good client, Joan, has referred you to her friend, Marie. You’ve arranged it so that Marie is expecting your call. You make the call…and don’t get the appointment. Maybe you’re making one of these three mistakes: 1. You opt for asking “How are you today?” before identifying your connection to Joan. This is what
