Super Glue Follies

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The Client Letter
Super Glue Follies
Friends Don’t Let Friends
Work With Bad Clients

April 25, 2012
Sedona, Arizona

So how many licks does it take to get to the center of a Tootsie Pop?

I know this dates me, but I still remember those commercials on TV with the owl who took 3 licks and then ate the entire lollipop in one bite.

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The Tootsie Pop question is a bit like the question, “How long does it take to build a relationship with a prospective client?”

I think the best answer I have is, “It depends.”

Relationships take time. Strong relationships often take a lot of time.

And why do you want a strong relationship with your prospects and clients?

Because a strong relationship creates a bond that alters the perception of you compared to the rest of their choices.

The stronger the relationship is, the higher your fees will tend to be.

The stronger the relationship is, the more you will be perceived as unique and valuable.

How are you building relationships, in a leveraged way, over time?

Do you have a tool that’s working for you?

If not, when are you going to get one?

It’s not hard, and there aren’t a lot of secrets. You just have to put in the time and do the work.

Relationships are like plants. If you do not care for them, they will not grow.

The relationship building process with one client I’ve worked with took about 2 years or so.

That amount of time was totally worth it and more.

Time is the key. Time allows you to consistently deliver value and prove your authenticity in a way that a single well honed sales pitch never will.

If you’re fixing something with super glue, you have to let the sucker dry or the stuff isn’t going to hold.

Super glue might only take a few seconds to set, but if you rush it, even something that strong won’t have a chance to do its work.

Same with your relationships. If you try to rush them, you’ll run into problems.

But if you nurture them and invest in them (this doesn’t have to be hard by the way), then they will turn into opportunities.

See you next time,

Jason Leister
Editor, The Client Letter
Creating Success for Independent Professionals

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