The Client Letter
June 26, 2012
Sedona, Arizona
Sunny 93 degrees
LEARN MORE HERE
—————————————-
I have a confession to make.
The only serious girlfriend I’ve ever had ended up being my wife.
I used to think that made me inexperienced. Now I know it makes me lucky 🙂
The beginning of our relationship was text book. I asked her to give me the time of day. She turned me down. She was a marketing whiz. I was a marketing idiot. She played hard to get, I played dumb little puppy.
I actually asked her to go on a trip with some friends to Niagara Falls. She said, “Nooooooo.” She didn’t make it all long and drawn out like that, I just added that for effect.
But she didn’t go on the trip.
When I was at Niagara Falls, I sent her a postcard. Little did I know at the time that I had just started my career in direct response. I mailed a card and it generated a response.
The response took forever, but I eventually got one.
13 years and six kids later, I’m sure as hell glad I sent the postcard.
Why am I telling you this?
Because one of the most difficult things to do in this business is start relationships with your clients from a position of strength rather than need.
How do you convey that you can help them without asking to help them?
How do you show you know what you’re doing without giving away the farm?
How do you “close the business” without trying to “get” the business?
Well, I’ve experimented with a lot of ways over the years to start the discussion with prospects.
I’ve done blogging, emailing, direct mail, etc.
Some worked better than others. Some worked much better than others.
Take a look at my current consulting website. This is how I start the conversation these days. It works pretty well.
I’m showing you this to get your creative juices flowing.
How can you start a discussion with prospects from a position of strength?
Think about the answer. You want a good one.