| | How To Get Clients: And Make Them Pay You More! 1 - 6 hours | |
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| MODULE 1: Who Are Your Potential Clients and Why Do You Want Them? |
In this module your audience learns:
- How to identify the profitable clients from the ones that only talk a good game yet waste your time and eventually lose you money
- The 10 steps for determining just how profitable a client will be in the short term
- 3 steps for determining the long term value of this client
- Why some clients have a need to exaggerate their value to you and how to avoid this
- How to determine residual value of a client beyond fees
- The 17 red flags to watch out for in determining if a client is going to be more trouble than he's worth
- How to develop a plan for guaranteeing that your client base is complementary and avoids duplication of effort.
| MODULE 2: How to Establish Credibility So Clients Take Notice. |
In this module your audience learns:
- What Credibility is and how it directly factors into your fee level
- The power of client testimonial and how to get it.
- How the right publicity can establish you as an expert in your field
- When writing a book is appropriate and how to do it without really writing it yourself
- Identifying your past "hidden" activities that help develop your credibility even further
- How to put all your credibility elements together to create additional credibility
- How to effectively yet subtly use a lack of credibility to give you an edge against the competition
- How to identify which elements of credibility are the "hot buttons for your potential client and how to use them to your advantage.
| MODULE 3: Keeping The Client Satisfied To Keep Them Coming Back |
In this module your audience learns:
- What is a satisfied customer and how does it affect your profit
- Seven secrets to guarantee satisfaction
- How to get your clients to tell you how to satisfy them
- Who would be crazy enough to rent a leer jet air ambulance at the last minute at a big loss just to honor a commitment to a client ... and how it paid off!
| MODULE 4: Public Speaking: Words Worth A Thousand Pictures |
In this module your audience learns:
- Which audiences can provide you the highest payback and how to reach them
- What to say and how to say it to get the most results
- How to increase you credibility and exposure for free
- How to choose between a speech, seminar, or workshop and which is best for you
- How getting put on a pedestal puts you at the top of your client's minds.
| MODULE 5: How To Use Publicity To Get Clients To Come To You |
In this module your audience learns:
- How to approach the news media so they want to do your story
- How to leverage your publicity long after the item has run
- How to Handle the interview so clients know how to get in touch with you
- Five things to avoid when talking to the media
- How to handle negative publicity and why there is no such thing as "off the record"
- When enough is enough and when too much is harmful
- How to determine which Media is best for you and which is a waste of your time
- Why and when it's good for your business when your just stroking your own ego.
| MODULE 6: Clients Contacts And Contracts Through Community Commitment |
In this module your audience learns:
- The value of "High visibility/low liability"
- How to turn donations into client generators
- When it makes sense to volunteer your time and when you're just wasting your time
- The difference between your geographical and industrial community
- How to choose the right cause to support because it's right for you.
| MODULE 7: How To Get Past The Gatekeeper And Get To The Client |
In this module your audience learns:
- How to get past the gatekeeper, the person who can't say "yes" but can say "no"
- Why the gatekeeper is the most dangerous person for you to talk to
- Hot to go around the gatekeeper and directly to the potential client
- When to quit and when to go forward
- The reversal and the end run to get by the gatekeeper
| MODULE 8: How To Make An Effective First Contact And Avoid Wasting Your Time |
In this module your audience learns:
- What valuable information you need before you "engage" and how to get it without exposing you position
- How to know when you're ready for your first encounter
- Why you need to use a "fact gathering" mission or "reconnaissance" mission before you're ready to make your major pitch
- How to structure fact gathering so that you position yourself for a "no-fail" return visit
- When the "dog an pony" show is more of a distraction than a help and how to avoid it's pitfalls
- The magic elements that every potential client wants to know
- How to get commitment from your client by presentation's end
- 5 ways to get your client to pay for your research and presentation
| MODULE 9: How To Set Up Appointments That Set Up Commitments |
In this module your audience learns:
- How to discover if you really want this prospect as your client
- How to determine if this prospect is wasting your time
- How to really uncover who is the real decision maker and what it takes to get to the decision
- When you should use the phone, mail, or in-person visit and why
- How to create an information kit that builds you up before you show up.
| MODULE 10: How To Probe For Valuable Details And Handle Objections |
In this module your audience learns:
- How to know when you're talking with the decision maker and why you shouldn't waste your time with others
- How to control the conversation by asking questions and why it works so well
- How to use the "echo" in fact gathering and discovering client hot buttons
- Understanding the painful process of decision making and working it to your advantage
- How to properly diagnose your clients problems and then perform a "cashectomy"
- How to turn a conversation around after you're on the defensive
- When it's time to get the commitment and how to identify client buying signals.
| MODULE 11:Track Your Results And Getting More From Direct Mail |
In this module your audience learns:
- How to track your efforts and determine the most effective and cheapest way to get more clients
- How to create the "war room" that shows you your results at a glance
- Computerization for faster and better tracking and follow up
- How to turn junk mail into information your prospective clients look forward to getting
- The postcard mailing that got a 25% return from non-clients
- What your clients look for and why
- When to use newsletters and how to get them done for less money
| MODULE12: When Advertising Makes Sense And How To Do It For Less |
In this module your audience learns:
- Which media makes the most sense and why
- How to negotiate with media to save money and get better results what to say in your ad so that only qualified potential clients call you
- How to follow up an ad so you convert the interested client into a paying client
- How to track the results of your advertising
- When to consider direct mail, telemarketing, trade journals, yellow pages, etc., and how to use them for less money
- How to look for opportunities to barter with the media and not get stung
- The proper use of 800 numbers, computer dialing machines, marketing software, and business reply cards
- Three ways you can use a two step process.
| Street Fighter Marketing, Inc. |
467 Waterbury Court, Gahanna OH 43230
Phone: 614/337-7474 Fax: 614/337-2233
Questions? 1-800-SLUTSKY (758-8759) |
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