Santa Wants You to Have MORE CLIENTS for Christmas
THE GIFT THAT KEEPS ON GIVING
It’s the gift that keeps on giving…the new client. And this year, Santa would like you to have a whole bunch of them. Unfortunately elves are more skilled at toy trains than people, so I’ll be playing the role of Santa’s Little Helper this year with a marketing assignment. While everyone else is goofing around on Facebook or emptying out the 7,429 emails from their inbox, you can be setting yourself up for a GREAT 2010.
SPEND YOUR DECEMBER DOING RESEARCH & RECONNECTING
December is typically a tough month to call ON clients. They’re distracted and busy and it can be tough to get decisions made. Ironically, these same facts make December a great month to CALL clients. The conversation to have is not necessarily one about the next sale, but rather the first one. Put together a list of your best clients, the ones you adore and would love to clone. Your goal is to spend some time on the phone with those people finding out: WHAT TO TALK ABOUT …How they describe you and the services you provide …What they say when they refer you to other people (if they do) …How they describe the problem or situation that made them work with you in the first place When you understand how YOUR best clients think about themselves, their situation, your services and your solution, you’ll have all the raw materials you need to develop marketing materials and sales strategies to find MORE best clients…no Santa or reindeer required.
BONUS OPPORTUNITY FOR NEW REFERRALS
Want new referrals from your old clients? One of the best ways is to use the Story Strategy while you’ve got them on the phone. Before you start your phone calls, spend some time thinking of 3 good stories about projects you’re currently working on, people you’re currently working for or awesome results you’re already achieving. Doing so is a great way to educate your clients about what you do AND teach them what to say to connect you to referrals. You can use this technique in ALL your conversations and probably should. Stories are easy to remember and that makes them one of the most efficient ways to make yourself more referable. Over time, telling enough stories to enough people will help you generate a steady flow of great referrals.
FOR BEST RESULTS ADD MAVERICK & COMPANY
I’m playing the role of Santa’s Little Helper this month and have some really great specials on marketing packages. Contact me directly, these deals will go fast, like milk and cookies in front of a fat guy in a red suit.