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Dear Reader,
You have probably experienced it - a
prospect
you
really think is going to hire you....does not!
Help is on the way! Read my feature article
on the funnel approach to building your business.
| Funneling clients to build your business |
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Has this happened to you? A motivated client
contacts you,
interested in your service or product. After a
promising start they decide they are not quite ready
to commit or cannot afford your services. They
depart, without becoming a client of
yours.
Ouch! Think how close they
were to
establishing a relationship with you.
- They found you, through effective marketing,
word of mouth or synchronicity
- They were very interested in the service you
provide
- They saw you as an expert offering results they
wanted to achieve
- They initiated contact to see whether a
relationship would be of value to them
You were 99% there, yet they walked. A
better
approach is to offer a
funnel of services, designed to meet a prospect's
needs and desires today, and tomorrow.
Picture in
your mind a funnel, wide at the opening and
narrowing down to a small point. Focusing,
directing and guiding are all
synonyms for funneling, and transferring items
easily from one container to
another.
Now imagine your business as the
container. And the objects being guided are
potential and current clients, moving easily into your
business. Interested?
The benefits of
funneling clients into
your business include:
- A client who is familiar with your name and
service is much easier to market to than a cold
call
client who starts from scratch
- Funneling allows clients to sample your wares, to
try a low cost or low commitment service which in
turn may lead to your higher end service
- Funneling builds loyalty in your clients, presuming
you provide a quality product or service
- When clients want even greater results, you will
come to mind because of the relationship you have
nurtured
- When your clients believe in you, they will
recommend you to others; a funnel sends your
message out into the world for you
Examples of funnel products that introduce you
to potential clients are:
- E-zines! You are reading one right now. An
excellent introductory sample of who you are and the
services you provide. Blogs are another example
- Seminars, workshops, keynote speeches and
classes
- Tele-classes, e-books or audio files which allow
you to reach across
geographic and even time zones
- Group sessions as a precursor to one-on-one
sessions, or short, introductory samples of your
trade
Who can help you populate your funnel
with various products and services? Your clients
can.
Ask them what problems, challenges and issues they
are facing. Get them talking about the results they
want to achieve. That information will allow you to
design the products and services that match your
passion and your skill set with the results your clients
are willing to pay for.
Next month, I will
share a more introspective view of business and life,
based upon the view of author Alan Cohen that
the
way
out, is in, from his excellent book, I had it all
the
time.
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| Upcoming classes and events |
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Help! Help! My to do list is killing me!
Coming in Spring 2007
Frederick Community
College
Learn more
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Copyright 2006, A New Leaf Coaching -
Anne
Kelly
All rights in media reserved. The content of
Give and Take may be forwarded in
full without special permission provided it is used for
non-profit purposes and full attribution and copyright
notice are given. For other purposes, please contact
Anne
Kelly.
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Group coaching schedule
Ideal business and ideal
client:
For entrepreneurs
who want to regain passion and clarity while
growing their business. Group meets by telephone
for 45 minutes,
three Wednesdays per month, 8:00 p.m. Eastern
Standard Time. For more information, contact Anne
Help! Help! My To-Do list is killing me!
Does the time monster weight heavy on your
back? Join with other busy professionals in claiming
and identifying what you truly
wish to do with your precious business and personal
time. Group meets by telephone for 45 minutes,
three Mondays per month, at 8:00 p.m. Eastern
Standard Time. For more information, contact Anne
Retreats for small business owners:
Get clear on where you have been, where you are
and
where you want to grow your business. For dates
and details, click here.
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