The Desert of Arizona
Sunny 64 Degrees – 9:19 a.m.
One of the core tenets of my approach to client attraction is that, at no point in the process, should your prospect feel you PUSHING them into any particular spot, decision or action in your attraction system.
Trusted advisors do not push, because pushing does not build trust. It destroys it.
Instead, you do the thinking work required to put opportunities in front of your prospects they are naturally attracted to pursuing.
And you build a system that is STRATEGIC enough to slowly lead them to you. Look at this picture for how that works.
The result is that you get a client who comes to you under their own steam. If you successfully do this, you will have attracted the best kind of client there is.
And eventually, it will be the only type of client you are willing to accept.
I call these folks the “best” kind of clients because they actually want to be there.
Anything short of that brings a client who, at some level, is looking for you to PROVE something. You must validate that their decision (prompted by YOUR persuasion) was the RIGHT thing to do.
And depending on how smart you were about the promises you made in your marketing (we’ll double your sales in 2 minutes!, I’ll cure your pain in 12 seconds!, I’ll make you happy forever! I’m the best copywriter in the world!), you are going to have an issue.
Making this thinking shift seems like you’re putting other people first, at the expense of yourself.
In the short term, this is true. In the long term, it’s half true.
You are putting others first because that ends up (over the long term) getting you everything you want.
For some reason, when you do it this way, you can be totally in service to others and in service to yourself at the same time!
But eventually, you tend to forget about your needs and wants and focus solely on service to others. Why? Because it’s the only real FULFILLMENT there is on this physical plane. Plus, it happens naturally as you see everything you need/want being taken care of without you having to focus on it.
Thinking this way is a practice. It’s a skill you develop. You start by doing it ONCE. Then again.
Instead of saying, “How do I get my prospects to do X,” you say, “What would have to be put in front of them to make them naturally want to do X?”
With this one simple shift, you’ve embraced an entirely new philosophy of attraction.