The Client Letter
September 7, 2012
Sedona, Arizona
Rainy 69 Degrees
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Enrollment is now open for the next Client Mastery
Session beginning on September 20. Get details here.
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Make a note: In 99% of your “getting a client” interactions, the only person you want to speak with is the one whose money is paying your fee.
There are a few reasons for this:
First, that person is really the only one with the power to say, “Yes.”
Second, if you build a relationship with an intermediary, you really have no control over how you are presented to the actual person who is paying you.
If you’re going to take the time to build a relationship with a prospect, make sure it’s the right person and not a middleman, if you can help it.
That means that when someone contacts you to request information about your services, you want to find out as quickly as possible whether or not you’re talking to the person controlling the purse strings.
I’m not saying never work through a “middleman,” I’m just saying it affects the rules of engagement if you do.
When clients come to you from your own “web of attraction,” your systems have done much of the work required to be able to dictate the terms of how you work. That means you get less resistance to fees and more acceptance of your advice and counsel.
When there is a middleman (someone acting as the go between or organizer between you and the client), you don’t have the luxury of having a strong relationship with the real buyer.
This means you have to tread lightly.
High fees are easily perceived as an excellent value when there is trust and a good relationship.
High fees where there is no relationship can be more challenging. In those situations, the fees “are just too high.”
In the end, make sure you’re talking to the right person. If you aren’t “allowed” to speak with the right person then I’d suggest you think carefully about whether or not you really want to move forward.