i keep seeing tons of posts about how do i get new clients,
how do i meet with them, how do i get credibility. Heres a
I just finished reading a book The Power to Get In by Michael Boylan. I read
this on recommendation from another warrior. I would highly reccomend you go
to Amazon and buy the book, with shipping will set you back $12.00, Excellent
I have been using a strategy for years the allowed for Internal and External pressure
to be applied to a new potential client at the same time. People react and grant
appoints based on Personal Fear of Loss far more times than on benefits.
Internal pressure, I want to create pressure from mulitple areas within a business. I send
the same letter adressed to 3 different people within the company, who all see each others
name on the same letter. Then its a simple and consistent follow up to get the appointment or schedule time for the presentation.
1- Face to Face (the Very Best)
2- Webinar (next best )
3- Phone ( place your potential client on their computer while you are on it as well and talk
on phone) next best
4- Send a Video Presentation with Voice over
5- Email - This is the worst
The internal pressure can not be ignored. The letter is targeted to my presentation prospect, His Boss, and that Boss's Boss. It will create fear of loss, anxiety, nervousnous, create a buzz, and no matter what Cannot Be Ignored. The process is a little more detailed but i hope ur getting the picture.
Internal Pressure-- You create a Letter that is sent to your Target Prospect, Your Prospects Boss, and His Boss... The same letter to all 3 with names.. like this
123 Kick Butt <--------- This is Me obviously
Brilliant Marketing, New York
Mark Joyner, Bill Bigglesworth, John Chan,(Internal Pressure, this letter is going to all 3 PEEPS) Increase Profits and Slash Marketing costs, with a Proven Internet Solutions. I will be in
town the week of December 12th meeting with Several Vice Presidents at several of the Top Insurance companies in New York. (this is Massive External Pressure, they know you are meeting with the competition. )
Now...Handling the Gate Keeper Warriors, stop trying to skate around the gate keeper, they are not dumb, most are brillant thats why they are there. Instead turn them into your ally. Theres many process's to do this, i for one, NEVER try to go around the gate keeper ever, i use them to my advantage. People forget, 98 times out of a 100 they know the boss inside and out, and they have MAJOR INFLUENCE on the Person you are trying to connect with.
In addition, in the letter i let them know i am meeting with other people within their sector who are at the same level... Like a Vice President like them at another company that same week.
Example- Bill, i have appointments with Marty over at Shaw Insurance, and Bill over at Geico insurance the same week.
This applys MAJOR MAJOR EXTERNAL PRESSURE. If you dont have appointments with others, you would say... I expect to be meeting with other Vice Presidents at Several Major insurance companies the same week i am in town, or something like this.
Warriors, i wanted to give you a review and some ideas, as i have been using this technique for well over 15 years, and to this day, its still the most effective by far for
getting new clients for long term profits in my opinion. Go buy the book, study it, create
a plan of action...and then EXECUTE YOUR PLAN
Remember...People do far more based on Fear of Loss, than for Benefit of Gain Everything we do is either for Pain or Pleasure, Business in no different. Most people are doing just enough to keep from getting fired at a job, not just a little more to get a promotion.
I would love to keep this thread ongoing over the next couple of weeks, this gives some of you time to get the book, implement the tactics, and create a USP with it. I will be responding to questions on this thread as i can.
To Your Continued Success,