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| The Client Letter |
| Why You Want To Master “The Flip” |
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October 13, 2011 Sedona, Arizona It’s easy to forget when you’re talking to a prospective client, that you are not undergoing an interrogation. They are not drilling you with questions looking for you to crack under the pressure. They are not shining a bright spotlight in your eyes… They are not in control… Instead, you are simply having a conversation with a colleague. And That Means That
You Are In Control Because you are the one that is asking the questions. (If this is a new concept to you, then read this. If you’re in the writing business, you’ll find more about the moneymaking power of questions in this.) So today I want to show you a very simple tool that is going to remove all of your fear about being “questioned” by a prospective client. It’s called, THE FLIP. STEP 1: Establish the Goal of Your Client
Before you can use this tool with your clients, you have to know what their ultimate goal is. Without that, you are toast. Trust me. Never, ever wander too far into a conversation with a prospective client without asking them what they are trying to achieve. Sounds obvious, but it’s not. Getting that information is simple. “Mr. Client… so tell me exactly what you are trying to achieve here? What does ‘success’ look like?” STEP 2: If You Ever Get Stuck, Use “The Flip”
This is really very, very simple. The next time a prospective client asks you something that puts you in a corner, simply “flip” the question around and throw it back. For example… let’s say the client asks you something like, “Well John, we’re looking for someone who has a proven track record of running a pay-per-click advertising campaign. Your experience in that area looks a little thin. Why should we even consider you?” A lot of people would fold at a question like that. They’d go into “convincing” mode and, if they got the business at all, they would be proving themselves every single day of their lives. Using “the flip” in a situation like this would sound like: “Mr. Client, I understand that you are looking for someone to run a successful PPC campaign… but I just have one question for you. What makes you think that pay-per-click is the most effective strategy to even use here? What makes you so confident that’s even the right thing to help you reach your goal?” Did you get that? Very simple idea, very powerful idea. You can use “the flip” in a billion different ways, in just about any business out there. All you have to do is make sure you tie everything back to the client’s overall goal. Answering questions from a prospective client is not a test. This is not school anymore folks. This is life. Answering questions is perhaps the biggest opportunity you have in your business. Where there are questions, there is opportunity to deliver value. And “the flip” will help you do that. It will set you apart from the “trying to please the client crowd” and make it clear that you’re actually focused on what the client is trying to achieve. If you want more strategies like this, subscribe to the Silk Report. One of the bonuses included in your subscription is monthly access to training and coaching with me and Michael Silk. Do you have any idea how much money “the flip” and other skills like it can add to your business? In just one instance from my own business, “The Flip” turned an $800-$1000 project into a client worth $24,000. Well, that’s the type of stuff we will be focusing on in our trainings. What’s one new client worth to you if you’re able to DOUBLE your normal fee? It makes the tiny investment of $298 for a full year seem pretty silly, doesn’t it? We’re coming up on our next training… start your subscription today and you’ll make it in. See you tomorrow,
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