Archive for February, 2012

3 easy ways to get recommended!

I came across a really sweet reason for getting existing clients to recommend new ones to you and it’s one of those doh! :-( moments that, once you’ve heard it you’ll probably wonder why you never thought of it before!

Tune into WIIFM…

You get really honest with your clients and tell them that the more clients you get recommended to you the less time and money you’ll have to divert to sales and marketing activities and the more you can devote to what you love doing, your core business, which of course is serving them…

The efficacy of all this hinges on your clients being really happy with the service that you give them but that almost goes without saying because, if you don’t get that bit right you’re not going to be in business very long… And it can’t be just good service if you’re asking them to recommend others to you – it needs to be outstanding and they need to believe there’s enough in it for them to bother going out of their way and making an effort on your behalf.

So this brings the age old question of: “What’s in it for me?” that every customer and potential customer asks him- or herself really to front and centre, doesn’t it? If there’s not a strong enough distinction between your offer and another’s the customer will see your offering as a commodity and will buy on price – and that’s a slippery slope.

You fabulous you!

You need to be really, really specific on what makes you so different – we used to call it the USP – Unique Selling Point/ Unique Sales Proposition – it doesn’t matter what you call it so long as you have one

  • That’s true
  • That you’re prepared to stand by and
  • That your customers recognise and appreciate the value of…

… and no, “best value” and “best service” are too bland and just won’t cut it…

One of the most powerful persuaders to buy is when you offer a guarantee on something you know you can deliver on – and take the burden of risk off the customer. Research shows that only about 1% will claim a refund on a business that delivers on it promise and it’s widely agreed that the increase in custom you get as a result of providing the guarantee will far outweigh any returns you may have to give.

So as a Trainer/ Coach/ Mentor/ Facilitator/ Catalyst whose role with clients is to get them recognising and earning their unique value and having fun doing it, one of the perennial woes is lack of money so one USP I’d choose might be:

“The first thing we do is recoup your monetary investment in working with me.”

I know I can help you do that because there are so many ways – all legal and ethical :-) – there’ll always be at least one that will appeal to you that you’ll be able to adopt and swiftly put into practice!

One client hadn’t earned any money in six months yet billed (and received payment for) £3,200 of work within four weeks of me working with him. Was it work he out and out loved doing? No, but he didn’t really know what he wanted to do at that stage and he was happier than he’d been for about a year (so was his hard working wife who was delighted!).

The other thing is that, once somebody has decided to get help to up their game, I also know that they know full well that if they could have got where they wanted to under their own steam they would have already done so… And they are prepared to put the “work” in to make their change happen.

Another USP of mine that’s fun and I enjoy is:
“I help you get out of your own way and get on with the life you’d love” :-)

More than one of my clients say they’re sometimes not sure precisely what’s happened they just see the results (a friend of mine, Sarah, explains that as “you’ve been Linda’d” :-)

So, to wrap up for now

  1. Choose your best clients (after all, you want more like them…)
  2. Explain the 3 wins provided by recommendations they could make about your services (more of your time devoted to them and meeting their needs; less sales & marketing activities and expenditure so hold your prices; ethical ‘bribes’ – preferential treatment such as the opportunity to test products and services in development – get creative!)
  3. Make it easy for them by reminding them of (or giving them) your USPs

Who’s brave enough to post at least one of your USPs in the comments? It’s another shop window opportunity for your business…

Linda


How would you like to boost your relationship with money, mates and yourself?

Most people would like something or some things in their life to ‘be a bit better’.

Whether it’s their relationship with themselves, their friends and work colleagues or money, it’s not something that needs a massive overhaul with all the time effort and money investment that would need, just a boost here and there.

Those of you who’ve been following this blog for some time over the past six years know that my roots are very much in sales, sales training, market research and so on, and making business more enjoyable and profitable.

Well, a lot of that is about building relationships so I’ve also been looking more into personal as well as business development in recent years. I found that all of the gurus and coaches have their own products, courses and programs, as you’d expect and, of course, they’re all different.

Yet, if you follow any successful person, there is an underlying recurring theme that they all agree on and that’s the importance of attitude.

101 Little Miracle Tools

So I’ve identified and collected together 101 “tools” used by successful people all over the world. Some won’t be new to you: As soon as you look at them you’ll probably say to yourself: “I know that!” Yes you do, but do you act on your knowledge?

Other tools will be new because some of this is believed to be cutting edge yet is 100% supported by science.

I’ll pick a few questions at random – each of which has a tool in the book you can easily use if you choose to get your attitude and approach working for you rather than against you. And all of these tools are used by the conscious mind so there’s no mantras, affirmations or listening to subliminal tapes or MP3s – unless you particularly want to create your own! 😉

  1. Why is “seeing is believing” 180 degrees wrong?
  2. What two words should you eliminate from arguments or heated exchanges?
  3. What four rules do you use regarding money?
  4. What are two sure fire ways to attract success?
  5. Who is the oldest person on record to start primary school?
  6. What same sequence of three words do we use as a) and endearment and b) as an accusation – and they’re 100% wrong in both cases?
  7. What percentage of his or her potential does the average person use?
  8. Who, according to Mark Twain is the only kind of person who likes change?
  9. What, according to Deepak Chopra, does happy thinking cause?
  10. What do our thoughts create and why is that important?

How did you get on?

101 Little Miracle Tools NEW cover

You can see that a fair number of the tools are fun and designed as a pick me up for days when we’re feeling a bit glum or fed up, whereas others make us more aware of and question certain attitudes and behaviours that may not always be in our best interests.

I’ll say right now that I believe this is a woman’s book – I can’t see the average bloke reading it and using the tools – but I might be wrong…

And you could always buy it for the woman in your life – oh, guess what today is? Valentine’s Day!

And ladies: Why not treat yourselves?

Here’s what a reviewer has to say:

“On the subject of value, I should point out that you couldn’t really be getting better value than with this book – if you were to add up the cost of reading all the material that Linda has digested to get to these nuggets, you’d be talking hundreds of pounds – with this, you are getting all that value for only £4.99.”

Surely you’re worth it!

You can get it from my lindamattacks site

Update 19th February

You’ll see the book cover is now in glorious technicolour! :-)

You make mistakes as you get more adventurous and try new ways of doing things. The advice we had was to prepare everything in greyscale for the Kindle version so we did that from scratch. Turned out that information doesn’t include the book jacket :-(

So, now we know, we’ve fixed it!


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"I was very impressed by Linda's determination to help and the constructive, but persistent, manner in which she identified issues and then tried to resolve them. After recent progress I was again reaching a stage where I seemed to be spinning my wheels, and she has given me fresh impetus to start moving forward again."

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