The More Clients Blog

The Art of Effortless Selling

Can selling really be effortless? Is it what you do, what you say, what you ask, or what your service is? No, effortless selling has very little to do with any of this. In effortless selling you don't need to convince anyone. People convince themselves.

I finally realized that selling rarely happened in a vacuum. As you know, it's almost impossible to just call someone up and sell them on your services. They have to be warmed up first. They need to know something about what you offer.

They need to be exposed to MARKETING.

As a result of this realization, I started marketing myself like there was no tomorrow. I networked, gave talks, hosted events, created brochures, sent out newsletters, gave stuff away. I was out there. I warmed up my prospective clients through marketing. Still do.

When someone showed interest I set up a time to talk and the sales process began. And almost everyone I spoke with became a client. You see, they had already pre-sold themselves before I even talked to them.

All I had to do was get out of the way and see if I could really help them or not. And now my questions had a different purpose. I just needed to determine if the prospect was sufficiently motivated and if my service was right for them.

Complete More Clients eZine - The Art of Effortless Selling

This week, please share the following with us.

What ways have you discovered to make selling effortless?

Tranforming the Selling Experience

The majority of Independent Professionals look at selling as a necessary evil. All kinds of thoughts and emotions come up regarding selling - and most of them are not so positive.

Our feeling, images, body sensations and actions are all congruent with what we think about selling. So if you think negative thoughts, you'll have a negative experience and negative results.

Why not create a completely different selling experience? Imagine sitting in front of a prospect, for instance, thinking, feeling, picturing, sensing and acting very much like you do when you're involved in your favorite activity. Really recreate that experience. Make it fun, exciting, engaging and fulfilling.

Create a new metaphor for selling. For instance: "Selling is like boating where I'm easily gliding through the water and steering where I want to go with virtually no effort."

Complete More Clients eZine - Transforming the Selling Experience

This week, please share the following with us.

What is your current negative experience of selling (thoughts, feelings, images, body sensations and actions) and what new positive experience and metaphor are you going to create?

Marketing is a TV Drama

Television dramas command a huge TV viewership. Every week, over 300 million hours of TV dramas are watched by the American public. Why are dramas so compelling?

First of all, there's the good guys and the bad guys. Someone is wrong and the good guys are trying to make it right. You feel sympathetic to the heros. There's a certain amount of pain and suffering (murder, cancer, back-stabbing). And you can always expect some conflict, mystery and suspense in the process.

And, of course, it's all resolved in under an hour.

Marketing your business is really just telling a story. And if you add drama to your story, you make it a whole lot more interesting. More people will tune in. Your ratings will go up. And yes, the sponsors (clients) will pay you more.

Complete More Clients eZine: Marketing is a TV Drama

This week, please share the following with us:

What are some specific ways you can inject drama into your marketing?

Stored Marketing Energy

The purpose of the More Clients Blog is for Independent professionals to share ideas on attracting clients. Please participate by answering or commenting on this week's question below. Click on title below to read this week's More Clients in full.

Stored Marketing Energy

Did you realize that you have huge stores of untapped marketing energy in your business? It's just sitting there having zero impact - until you set it on fire.

One of the biggest mistakes we make in our businesses is waiting for things to catch fire by themselves. We wait for that referral, for the phone to ring, for someone to respond to our web site. We wait to "be discovered" and it can be a very long wait!

You have clients, expertise, results, stories, benefits and information. But if it just sits there, you can't really expect it to give you heat (dollars in the bank). By applying the right marketing actions to the stored energy in your business you can turn a few cold logs into a roaring blaze.

This week, please share the following with us:

What marketing energy do you have stored in your business and how can you set it on fire?

Your Marketing Vision for 2006

The purpose of the More Clients Blog is for Independent professionals to share ideas on attracting clients. Please participate by answering or commenting on this week's question below. Click on title below to read More Clients in full.

Your Marketing Vision for 2006

In our businesses we get what we envision. If we can imagine it, feel it and see it, then the actions required to make it real become apparent. (Not that it doesn't take some work.) The question isn't "What are you going to do this year?" The question is "What do you really want in your business this year?"

This week, please share the following with us:

If it were impossible to fail, what would you create for your business in 2006?