“Tea, Earl Grey, hot,” commands Jean-Luc Picard on Star Trek: The Next Generation. And he gets a perfect cup of piping hot English brew exactly the way he likes it. Three factors are at work: 1) Picard knows what he wants, 2) he articulates it clearly, and 3) he has a system, the starship’s “replicator,” for producing his desired outcome every time.
Too bad you can’t just step up and order perfect clients like Picard and his hot tea. But in the real world, you can use a process called “Slots and Replication” to achieve a similar goal: When you clearly articulate the attributes and character of your ideal clients, you can put in place a system for replicating them. This system—asking for and getting quality referrals—is the lifeblood of many successful businesses.
Think about who your best clients are right now, and consider what makes them so great. Ask yourself, In what ways are they alike financially, professionally, or personally? What attitudes and aptitudes set them apart from the masses and make them such exceptional, enjoyable clients?
As a member of the FREE Silver Inner Circle, you have access to creating your Ideal Client Profile. (https://accountabilitycoach.com/coaching-store/inner-circle-store/)
Your objective should be to take on only those clients who match your Ideal Client Profile. Once you have written your Ideal Client Profile, you can figure out how many people who match this criteria you’ll need to meet your business development goals. It’s a pretty simple calculation to establish the income you desire to earn and extrapolate the number of clients required to achieve it. Begin with the end in mind, as Covey says.
With this valuable information in hand, you can create a business management tool I call “Slots and Replication” to track your acquisition of great clients and keep you aware of how many more are needed for you to reach your goals. Here’s how you can make your own:
Now you’re ready to attract those additional 73 people. The objective is to replicate the 27 who are already ideal. You’re absolutely crystal clear about how many and the kind of clients you want. It’s time to talk to those 27 and see who else they know—who are just like them. Your existing ideal clients are your replicators. You must simply give them a precise description (your Ideal Client Profile of your business), and ask them for the names of people who meet it. Show your strategic alliances and centers of influence your Ideal Client Profile to obtain referrals from them also. Make a list of your strategic alliances/centers of influence and potential strategic alliances/centers of influence (think outside the box) who you think have clients who fit your profile or they would know people who would fit your profile.
So it is with clients. Once you define the type of person you most want to work with and let your clients and colleagues know about it, you’ll start to see this type of person everywhere. It won’t be a matter of chasing down prospects to fill those slots; instead, you’ll easily attract and notice ideal potential clients.
Figure out exactly what you want, state it clearly, and allow the “replicators” to work for you. Reap the rewards!
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© Anne M. Bachrach. All rights reserved.
Anne M. Bachrach is known as The Accountability Coach™. She has over 23 years of experience training and coaching. Business owners and entrepreneurs who utilize Anne’s proven systems and processes work less, make more money, and have a more balanced and successful life. Anne is the author of the books, Excuses Don’t Count; Results Rule!, and Live Life with No Regrets; How the Choices We Make Impact Our Lives, No Excuses!, and The Work Life Balance Emergency Kit. Join the FREE Silver Inner Circle Membership today and receive 10% off on all products and services, in addition to having access to assessments and high-value resources to help you achieve your goals so you can experience a more balanced and successful life (https://accountabilitycoach.com/coaching-store/inner-circle-store/). Get Your Free High-Content Book from Amazon today: 10 Power Tips for Getting Focused, Organized, and Achieving Your Goals Now, by going to https://www.amazon.com/Power-Getting-Focused-Organized-Achieving-ebook/dp/B01GIL5WJ8/