The Desert of Arizona
Cloudy 66 Degrees
So you might think it’s all roses and bonbons when you have a client attraction system that works.
And yes, it’s much better than not having a system.
It’s quite graceful actually. Prospects flow from “out there” into the Platform (your newsletter, podcast, etc.), where they generally hang out for a while. Sometimes “a while” is two weeks, sometimes it’s two years. Doesn’t really matter to me, I do the same thing regardless.
From the Platform, they walk through one of the open doors you created. Those are the DECISION POINTS (I think I’m actually the one that came up with that) and eventually, some of them end up as customers or clients.
So if it all works so well, what could possibly go wrong?
I’ll give you the answer in two words:
OPERATOR ERROR
The operator would be ME 🙂
The biggest mistake you can make when you have a system like this is not having the discipline to follow it and let it do its thing.
A client reminded me about this with a story about HIS clients yesterday.
When you have a system and a process for sifting/sorting/filtering prospects, don’t screw with it! Don’t agree to shortcutting the process for anyone.
Every time I can remember doing that, I’ve regretted it. And I’ve paid for it. I’ve paid the price in frustration. I’ve paid the price in reduced fees. I’ve paid the price in damaged perception. I’ve paid the price in terms of agreeing to things I shouldn’t have.
It can be quite expensive.
In Dan Kennedy’s Trust Based Marketing book, he mentions that you can never go wrong “pushing” the sale away. You would think that “closing the deal” FAST is what you want to do. Not so.
It’s a little bit like cookin’ ribs (which we’ve got in the slow cooker for tonight!). They are best cooked slowly…