These are what I call your Blue Fish people.  There is something about them, something about you, that just goes together.  When you find these people they tend to stand out in your memory…almost like a Blue Fish in a sea of Red Roses.

If you want to stand out, be remembered and get referred, I recommend you start by seeking out the people who you have that click with…your Blue Fish people.  It’ll be easy to connect with them.  It’ll be easier for them to remember you.  And because you do have that friendly connection, they’re more likely to refer you.  AND because their connections are probably a lot like them, their connections are likely to be more Blue Fish people, people you will naturally connect with as well. Don’t try to impress everyone.

Don’t try to be remembered by everyone.  And CERTAINLY do not seek referrals from everyone.  Find your Blue Fish people, the places where you fit in.  It is there you are most able to Stand Out and reap the rewards of doing so.

Reason #1: People’s brains are busy trying to remember and organize billions of bits of information. Giving them 3 things means they’ll at least have a fighting chance at remembering one or two of them.  Don’t try to tell them EVERYTHING about yourself.  Just give them 3 points that actually matter.

Reason #2:  Saying “I’m so great blah blah blah” is generally frowned upon in polite society.  Saying “This is what people seem to like/appreciate/love about me” is different.  It’s giving the person you’re talking to insight into the opinion and approval of others.  It’s still about you being awesome, but the delivery isn’t snooty (Snooty, oh yeah, it’s a word.)

Reason #3:  When done correctly, this phrase will seem like magic because it’s a STRATEGIC MESSAGE, designed to highlight qualities MOST DESIRED by the type of people MOST LIKELY TO BECOME YOUR CLIENTS. That means it’s not a general, vague bunch of crap designed to appeal to everyone.  It’s a specific, strategic combination of information highlighting stuff about you that YOUR ideal clients care about. 

REAL LIFE EXAMPLE:  The real estate agent I met with today wanted to make her listing presentation more effective.  Her new presentation includes the following (shortened for convenience.) “There are 3 basic reasons people love having me list their house. 1.  I’ve SOLD 100% of the homes I’ve listed since 2005.  I will get your home SOLD. 2.  I get it and I’m easy to work with.  Most of the people I’ve worked with in your neighborhood weren’t necessarily selling because they WANTED to.  A lot of them had a death, divorce or new marriage.  I return calls right away and generally just make it as easy as it can be.  I know you’ve got other stuff going on. 3.  I may seem pretty laid back, but I’m a very strong negotiator.  Nobody messes with my kids or my clients.  Period.” In each of the examples, she is SHOWING her potential clients an important piece of her brand.  She doesn’t TELL them she’s compassionate, she SHOWS it by talking about having more important things going on and using examples of people in unfortunate situations.  When she talks about being a negotiator, she needs to SHOW that she’s strong, let herself get AND LOOK a little fierce. If you’re in a sales conversation, talking about yourself can sometimes feel a bit awkward.  Use this method to make it more natural, more memorable and more effective.

Need some extra help getting more clients?  One of the things people LOVE ABOUT ME is the SCREAMIN’ DEAL I run each month.  This month (March 2009), you can get your FIRST HOUR for $50 (a $200 savings).  (We don’t call it the SCREAMIN’ DEAL for no reason.)  So if you need some help with your strategies, figuring out what to say to YOUR potential clients or where to find them, get in touch.  alecia@maverickandcompany.com (Supplies are limited and restrictions apply–mainly, we don’t work with people who suck.)

Ever meet someone at a networking function who handed you their card and practically demanded not only your business but also your referrals?  They’re rushing it.  And you feel rushed. I know you feel pressure to make the sale, make money and make the mortgage payment.  But rushing it is a good way to loose it in sales.  Instead of trying to instantly convert people, focus on moving people around the bases (yes, it’s kind of like a pipeline but a more fun analogy.)

First base is meeting someone and recognizing a mutual interest in knowing more. FIRST BASE TIP:  Share stories when people ask what you do.  Tell them your title and then tell a quickie story about a great client you just helped.  This helps them understand what you do and puts a specific idea in their head about how you might be able to help without being pushy.

Second base is a specific conversation about needs and services. SECOND BASE TIP:  This doesn’t mean you’re actually talking about a sale.  It means you have some resources or knowledge they may find useful.  It could also mean they begin sharing a specific problem with you.  Details are swapped.  Again, DON’T RUSH IT.  Focus on moving to 3rd base.

Third base is a conversation about the possibility of doing business together. THIRD BASE TIP:  Not everyone who makes it to third will become a sale, NOR SHOULD THEY.  At third base, you’re thinking through the details and what it might look like to work together.  You’re talking about a real possibility.  Success at third base is about BOTH OF YOU doing the work to see if you’re a good professional fit.

HOME!!! is when the sale is made, but the “selling” work isn’t over. HOME BASE TIP:  Make sure your invoice process prepares your new client for how it will look to work with you.  Give them the guidelines for how to make the most of their investment.  This is the NATURAL selling process.  It’s what happens when it works.  it can happen very quickly but you can’t really score without running the bases.

NEED SOME HELP???  Remember, this month’s SCREAMIN’ DEAL is a $50 First Hour OR $90 for 90 ($90 for 90 minutes.)  If you’d like some coaching to get new clients, call or email me today alecia@maverickandcompany.com (offer expires April 1, 2009, restrictions apply)