Don’t PURSUE Clients, ATTRACT Them

Do you pursue clients, or do you attract them? While both methods of finding new business work to some degree, finding the right prospects through attraction is a lot more fun and–for professionals and entrepreneurs who provide individualized service to their clients–it’s usually more effective than finding them by pursuit. Attraction methods involve drawing prospective clients to

Your Need Is the Ugliest Thing

“I most certainly did not need a lecture!” Marie, an internet consultant, wrote me this week. Last week, I had asked for proposals for help with an internet project I’m working on, and Marie had been the first to respond.  Her email had specifically addressed my request and was filled with enthusiasm, and she appeared to have experience in both of the areas

Make Referrals About THEM

Anita, an advisor in her mid-thirties, was terrified about talking with her clients about introducing her to friends and family members who might need her help. “What are you afraid might happen if you talk to them about introducing you to the people they care about?” I asked her. “Well, I don’t know…,” she began.

Start Building Your Practice with People You Already Know

If you need a plumber, would you prefer to hire someone you found in the local phone book, or someone your neighbor used for a similar problem and recommends highly? If you need surgery, would you prefer finding your surgeon through your research on surgeons.com or seeing a surgeon who performed successful surgery on a

“Buyer’s Remorse”

I thought I’d share an e-mail I received recently from an attorney who attended one of my programs… Dear Sandy, I am a corporate attorney.  At a recent event for alumni of my college, I met an alumnus, George, who had started a company with a partner and was looking for an attorney to help him with several matters on

You Can’t Count the Time You Spend Washing Socks

Many professionals complain about the long hours they work.  For some, at least, all those hours are being compensated.  These professionals are moving and shaking because they want to make as much money as possible—even at the cost of family time, recreation, and often, their own health.  It’s difficult to be sympathetic about their complaints,

Put Referrals on Your Agenda

A few years ago, I presented a teleseminar for advisors throughout the U.S. on referrals. During the live Q and A, Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his practice by asking for introductions. “I ask my clients about people they know who could use my help,” he told

Jan 23 2014

DOWN with The Elevator Speech…

I was listening to an old interview with Michael Port last week, and I smiled when the subject of “elevator speeches” came up.  “We hate giving them,” he told Louise Crooks of BlogTalkRadio’s Keys to Clarity, “And we hate listening to them.  Why, then,” he continued, “Do we keep making them?” Despite plenty of sales

SERVE, and Grow Rich

My friend and colleague, coach and author Steve Chandler, recently wrote this: “Most people try to move toward wealth in embarrassing, clumsy ways.  They have cynicism programmed into them from an early age.  So they want a course called Manipulate and Grow Rich, or Network and Grow Rich or Win People Over and Grow Rich.” “They see

A TALE OF TWO ADVISORS

A favorite hypothetical of mine: Let’s imagine two professionals in the same field.  We’ll call them Advisor A and Advisor B. We’ll give them the same educational background, the same training, the same resources and connections, and even similar personalities and work ethic. But when we put them out in the field, I can promise