The Client Letter
June 13, 2013
The Northland
Sunny 57 Degrees
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I have a simple challenge for you today. We’re going to play a little trivia game.
Think of all of the “official” authorities there are in your life and business. Take a minute and think about this because they’re probably a TON of them.
By “authorities,” I mean people expecting you to do, think and say certain things because they say you should.
For lack of a better word (and since this is a family friendly email), we’ll just call those people the “certifiers.”
They grant approval or disapproval to individuals based on who those people are, what those people do/say and whether or not those people conform to their standards.
Have you ever wondered who exactly certified the certifiers?
If your life depended on it, could you find the certifiers of the certifiers?
The time is (finally) here when people are realizing that you simply must certify yourself. Anyone else who’d be interested in certifying you really has no business doing it. Those folks are just looking to make up for something they lack by controlling others.
No thanks.
This idea is extremely important when you’re working with clients. Because if you’re waiting for your prospects or clients to certify you, you are asking them for something they cannot do.
Everyone was trained to search out a certifier.
And that’s why the majority of humanity is looking around for someone to make them feel worthy… to certify them into importance.
My advice is to call off the search. The certifier is looking at you in the mirror.
Now that we’ve freed up some time, you can invest more of it in serving your clients better.
One way to do that is to improve your ability to communicate to your prospects the value you provide in ways that are meaningful to them.
Here are 4 questions to ponder today that will help you get clarity:
- Who exactly do you serve? (If you don’t know, how can you look for them?)
- What do your clients ultimately get because of what you do? (HINT: The name of your service should NOT appear in this answer.)
- What do your clients run the risk of encountering by NOT addressing the problem you solve?
- Do your clients KNOW they have the problem you solve or must you convince them first that they have a problem?
Food for thought…
P.S. Just one more reminder for all of my customers. I’ve had to change some passwords on digital downloads recently due to a little thief. If you’re trying to access a purchase, please contact me and I’ll make sure you get the appropriate information. If you’re NOT a customer, but want access to some of the resources I’ve created, that starts with becoming a subscriber to The Rainmaker Letter.