Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition

by Jay Abraham

Calculate your number of clients. • Figure the average amount they spend on each transaction or sale. • Determine how often they make a purchase in a year.

You must determine the most powerful benefit or advantage you can possibly offer an existing or future client so it will be totally irrational for them to choose to do business with anyone but you or your company. And here’s how you can do that. You identify what advantage or result your clients want the most.

As president of Chrysler, Lee Iacocca took only a $1 annual salary and stock options that would pay off only if he improved the company’s bottom line.

Determine who in your marketing area is already selling to the clients you want to be reaching, and who has their trust, respect, and goodwill. They would be selling something that either goes before, goes along with, or follows the product or service that you sell to people. Your product or service does not compete with their product or service, but it complements it. The moment you identify

It also means achieving maximum results with a minimum of time, effort, expense, and risk—something few people practice or even think about. Think: highest and best use of your time, money, and effort. Highest and best. Always highest and best!

Until you know your business positives and negatives it’s impossible to get the ultimate rewards and payoffs you’re after.

The Strategy of Preeminence is quite simply the ability to put your clients’ needs always ahead of your own.

A new client first coming in for a lower-priced starter offer will turn into a client who buys over and over at full margin.

You should locate companies that have clients logically predisposed to your product or service. (For example, a real estate company might have clients interested in carpet cleaner; a stockbroker might have clients interested in a financial planner.) Negotiate with those companies to sell your product or service to their clients. Each company should give an endorsement to your product or service, and in return they should receive a certain percentage of the profits from all sales. Or offer other forms of compensation like donations to their favorite charity or help with their accounting expenses.

The best approach to optimizing any business is to determine four or five new referral systems you will test immediately.

In business the secret to keeping and growing clients, as well as growing a career, is to keep continual and meaningful communication with everyone important to you. This is a simple but very powerful method for getting the very most out of your client or key contacts.

“Far more is accomplished through movement than was ever achieved through meditation.”