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Let clients invest with you when they want to

October 13, 2008 by Anne Bachrach Leave a Comment

In talking with someone I coach today, he mentioned that he has a 5-step sales process for obtaining clients.  What do you think about having that many steps to obtaining a new client? What if the prospect is ready to buy in one or two meetings?  I asked him that question.  His response was that he has a 5-step process and they are going to go through it.  I then suggested this thinking was really about him and not the prospective client.  Hummmmmm.  Would you want to spend 5 meetings with someone when you were ready to buy in one or two, or even three? How would having a shorter process that produced the same result benefit them and you? 

 

Having systems and processes is great!  Maybe periodically reviewing them to make sure they are really about your prospects and clients and not all about you would be a good use of your time. 

 

As Guy Kawasaki wrote in The Macintosh Way, you don’t compete on strategy; you compete on execution.

Filed Under: Blog Post, Effective and Efficient Behavior, Time Management

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I’ve sometimes thought of myself as not coachable – fits & starts on progress – but when I looked at where I’ve come, I can tell it works. This year, I’ve experienced over 50% growth – and with that growth came some confidence… confidence to finally go after what I know I should have done – we’ve added a flat-fee-only option to our offerings, and that’s ALL I’ll be targeting for 2014 and beyond. With that under our belts, I can foresee another 50% growth year for each of the next 2 years!

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