Create an Abundance of Clients Willing to Pay Top Fees, Automatically
Recently a prospect approached me to write a sales letter. I was busy, both personally and professionally.
Knowing that meeting their deadline would require working extra hours, I doubled my fee.
I figured if they wanted me bad enough, they’d pay, if they declined, it’d get me out of it without having to say "no."
They paid my fee.
Not worrying if a prospect says “yes” or “no,” is a great situation to be in, wouldn't you agree? Dan Kennedy taught me that the secret to this kind of success in any business is to have a system in place that continually brings you in the right kind of clients, automatically.
In other words, prospective clients approach you, money in hand, pre-determined to do business with you. And you are in a position where you have the option of saying “next” to the prospect that doesn’t see the value in what you are offering.
Dan Kennedy is a master at this. One of the systems he uses are newsletters that include stories about projects he’s working on and references products and services he sells in a non-sales way.
Without a system in place, losing a client can become a big deal. You might panic, which causes you to price your services too low. You may even act a little desperate as a result of feeling you “need work.” That can send up a red flag, making prospective clients question your ability.
Dan says “when prospects are properly selected, properly attracted, properly prepared and conditioned, and isolated in a no-competition zone, selling takes care of itself and closing is automatic.”
One of the best ways to do this is through developing information products as part of your self-marketing system.
For example … Offer a free report in exchange for prospect’s email address. Begin sending a newsletter that contains success stories, testimonials, trial offers and more. Turn past blog posts or newsletters into an e-book. Be sure to include references to your services and stories from successful projects you’ve worked on.
When you do, you'll become the best and only logical choice for prospects to hire. (To learn more about how to use information products to prep and condition clients to hire you in a no-competition zone, read my article, “How to Prepare a Client to Hire You”.) What client attraction systems have you put in place that has been most effective? Post your comments here.
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