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Started reading
September 20, 2018
goal: To build real, advocate relationships with your ideal clients
that will generate both growth through referrals and the capacity for that growth.
How you are perceiv...
This highlight has been truncated due to consecutive passage length restrictions.
clarity on your branding,
plan to win
documented procedures manual
Define your ideal client
invest your time with those clients who are the best fit for you,
a consultant with a process
Right-size your practice
be the advisor of the future,
Build measurable value
done is better than perfect
Process and implementation.
client relationship should be started and maintained through stewardship
Business Evaluation Process. This is a gap analysis
Solutions Process:
products and services you provide
Practice Management
best practices.
Relationship Management
communications and branding strategy,
you can’t change someone. You can only make them think.
critical thinking that can help someone come to their own conclusions,
The Law of Cause and Effect: It’s our activity that determines our productivity. The Law of Attraction: Salespeople chase new clients, consultants attract them. The Law of Environment: We are products of our environment; the clients and team members we choose to associate with. The Law of Familiarity: The more familiar something becomes over time, the more
we tend to take it for granted or trivialize its value. The Law of Resonance: There is a signal-to-noise ratio. Is your message unique and does it resonate with the listener, or is it dismissed because it is noise? The Law of Diminishing Intent: When you are exposed to an idea you feel would positively impact you, you must take action immediately. If you don’t, the likelihood that you will ever implement it fades quickly. The Contrast Principal: Prospective clients contrast you to their existing provider.
80 percent of your business stems from about 20 percent of your clients.
that can contribute to a plateau.
don’t major in minor things.
80 percent of your impact every day in about an hour.
master what goes into that hour,
pay close attention to where you allocate your time.
Allocate your time and minimize the need or temptation to react to things
articulate your value in a way that differentiates and elevates you, so that clients fully understand and appreciate your value and can, in turn, relay it to someone else
through referrals from clients and strategic partners.
“Marketing is what you say, branding is what they hear.”
Contrast Principle.
Do your clients understand all that you can do,
as their lives progress and needs unfold
value proposition.
differentiates you and invites someone to engage in a conversation.
ideal client.
client wants to achieve.
how you enable your clients
your process.
connect it immediately with a quick description of who your ideal client is.
1: Define your Ideal Client
better at articulating his value.
stay true to the stewardship over salesmanship
stick with a process.
