The Client Letter
December 5, 2012
Sedona, Arizona
Partly Cloudy 37 Degrees
You know those awkward times when you’re on the phone with a prospect and you reach the point where it’s time to “ask for the sale?”
I don’t like those times. So I gave them up.
I realized that things don’t work out for me when I pursue them. So I stopped. And I started focusing on attraction and less on in your face “selling.”
If you want top quality clients, they need to come to you.
I repeat, they come to you.
They ask you for the business.
You engineer your marketing with that goal as your focus.
So you ask yourself questions like, “What type of things should I be publishing to attract the attentino of my prospects?”
“What problems can I solve for my prospects? Can I package up any of those solutions and deliver them to many?”
Get some answers, take action, tweak and repeat.
Now it isn’t a perfect world out there, so sometimes you have to make adjustments. But I can’t think of one good client I’ve had who didn’t come to me.
It’s really important… because how a relationship starts affects everything that comes next.
The smart way to start a relationship with a prospect (if you can’t be face to face), is on the phone.
You get them on the phone.
What do you do from there?
I recorded the answer for you, and it’s available here.