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Attract Prospects by Differentiating Like This
I learned a valuable business lesson from my daughter when she was 22 months old. We were reading a book about animals and one particular page had 18 white ducks and one yellow duck. Every time we turned to that page, she would exclaim Yellow duck. That was clearly her favorite duck.
How does that translate to solid business advice? If you want to be noticed, like the yellow duck, you have to be different. Each of the other 18 ducks thinks it is different. When greeting other ducks, each one...
Make Sales Without Saying a Word
Shakespeare said The pen is mightier than the sword.
Steve Lawson said Your mouth is the most dangerous weapon you have.
Okay, I'm no Shakespeare. But there is a lot of truth to that saying. Some people put a lot of thought into WHAT they say, but very little thought into whether they should say anything at all. Here are three specific situations in which I have repeatedly seen advisors LOSE SALES by saying too much.
Situation #1: Shoppers looking to buy a car don't want to know how to build...
Get More Referrals When You Eliminate the Roadblocks
Do you have a busy highway of referrals driving to your door? If not, you may be like most professionals who have Referral Roadblocks. Like regular roadblocks, they are annoying. Some of them make it more challenging for you to get referrals and others can completely prevent you from getting any referrals. Worst of all, you probably didnt even know that YOU were the one preventing the referrals. To open up your referral highway, you need to know about these roadblocks and how to avoid...
Earn More Money With Higher Quality Prospects
Are you attracting Wal-Mart prospects, Macy's prospects, or Nordstrom prospects? Let me explain what I mean. Wal-Mart sells white, button-up dress shirts. So does Macy's. So does Nordstrom. Why would you pay $79 for the Nordstrom shirt when you could get the Macy's shirt for $34 or the Wal-Mart shirt for $17? If everyone shopped based on price, Nordstrom and Macy's would not exist. Understanding who will pay more for quality will help you attract prospects who are not price-shoppers.
The most...
Attract Only Profitable Customers and More of Them
This is a true story:
A financial advisor was speaking to a client who said, Do you sell group health insurance? The advisor replied, Well, did that years ago and I am licensed to do that, but that's not really my specialty. But I know a guy who does nothing but that. He specializes in that he's one of the best there is. I'd be happy to send you his contact information.
The client is pleased. He then tells the advisor, My wife is having some difficulty in dealing with Medicare supplement...
Prospecting is Easier When You Adopt This Approach
What if you could make a change in your business that greatly improved your ability to attract clients? During the last 15 years of consulting professionals, there are three common marketing mistakes that I frequently see and they are all tied to one major misunderstanding that many professionals have. Ill explain.
The first big mistake is marketing using the shotgun approach instead of the rifle approach. In other words, many businesses aim for a mass of prospects and launch a mass...
Keep Your Business Healthy With This Checkup
There are business indicators you can read to determine how successful your business is going to be in the short to medium term. Knowing what to look for and how do understand them can make the difference between succeeding in business and having a business struggle or fail. Recall the following story.
Do you remember the look in the eyes of Chevy Chase as he screamed while driving the family off a cliff in the movie Vacation? Its funny when he does it. Its not so funny when you drive...
Prospects And Sales Boost Both With These Strategies
I will never be a full-time farmer, but my farming skills have improved over the past few years. More importantly, my business results improved when I started applying farming strategies to running my business. I am not suggesting you buy overalls and a pitchfork, but applying the following principals will increase your yields.
The three basic parts of farming are planting the seed, nurturing the growth, and harvesting the produce. In your business, this translates to networking (planting...
Earn More Money the Only Logical Way
There are only four ways you can earn more money. You can see more prospects, increase your closing ratio, earn more on each client, or spend less money. If there was a way to accomplish all four at once, can you imagine the impact it would have on your business? There is a way and I will show you how.
For over 17 years, I have been trying to help professionals grow their business. I spent years trying to figure out how to generate more prospects for them. When I did, the strategy accidentally...
Make Sales by Following Good FORM
I was amazed. Over 15 years ago, I met an advisor with an incredible gift for connecting with people. Everybody likes and trusts him. Because people buy from those they like and trust, he is a very successful salesperson. I will share the three keys to his sales success.
He recently started recruiting advisors so he could train them to do what he did. However, there was a problem. He was as natural and fluid in his approach as finely tuned professional athletes are at their game. But, he...
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