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    Member You - Client Attraction Should Be Your First Priority (Unless You Want To Go Broke)

    How You Can Recruit Sales Super Stars - Part II - How To Advertise and Interview Them
    Briefly the steps you must take to get a real sales superstar are as follows:Design your job advert to scare off people who aren’t right for youDo an initial brief phone interview to burn through the chancersInvite them to a Psychological Profile-based InterviewEnsure a Super Star Self-assessment Form is completed to show eachInterviewees skill levels (at the right time in the interview)Check their CV and ask questions on it at the end of the interviewPhone their referencesTry them on probation (hire or fire depending on outcome)The whole process is all about finding the person with the psyc
    w) or can wait until after 5 p.m. I know, this is drastic to some, but it just has to be something you strive for, at least for the short term.

    After 6 months or a year, when you start seeing consistent results in your Client Attraction, you’ll be able to decrease the number of hours you spend on marketing each day and reinstate some of the things you enjoyed doing beforehand, but had to put on pause for awhile. (However, you might just be so happy to focus only on Client Attraction and client work during the day that, as for many of my private clients, you’ll decide never to go back to the old way of doing things.)

    Your Assignment:

    Clear the decks. If you know you need 4 hours of marketing per d

    The Art of Sales (And Tips On How To Manage Your Sales Team)
    Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit overwhelmed when they are asked to do it.And it's not a job for the faint-hearted. Selling is a communication-rich activity, with lots of verbal and non-verbal clues to simultaneously recognise, understand and respond to. It's a tough job looking after the interests of the customer and the company at the same time. Especially when you have to do this many times a day, every day.The sale
    Let’s face it, most people put marketing on the back burner, something they get to only once they’ve put out all the fires that need to be put out, once they answer each and every e-mail in their inbox, once they’ve sent every client what they promised to send. Yes, it’s really important to do all of these things; however, you’ve got to realize that if you don’t MAKE the time for your Client Attraction (i.e., Marketing), then you’re simply not going to attract all the clients you need. Make sense?

    The good news is, it doesn’t have to be difficult. Over the years of coaching thousands of self-employed professionals to attract more clients, I’ve created a few systems to keep you on track and make Client Attraction a priority. What we’ve got to do is have you clear the decks and get rid of the “leaks” in your day.

    How much time per day should you really allocate for marketing? I recommend my clients spend up to 4 hours of marketing PER DAY the first 6 months to a year in business, or whenever they need a new boost of clients. Many people gasp at that number when I first share it with them, because they usually spend no more than 4 hours per MONTH, if that. No wonder they’re having trouble attracting new clients!

    First-time clients tell me they just don’t have the time to devote that many hours to marketing. Well, since I’m always trying to find solutions to problems, we have to look at what’s taking up your time now and there are usually several non-essential things that are eating up your time. I call these the “leaks” in your day. Here’s what I mean: if you’re spending your valuable time working on non-business items during the day, then you may want to consider putting a “pause” button on these for the first 6 months of working on this Client Attraction System™.

    It might mean stepping down from that Board of Directors position that doesn’t really serve you, taking a leave of absence from that time-consuming project that isn’t giving you a return on your time investment, not going to the grocery store during the day, and just deciding you will go to the gym before 9 a.m. or after 5 p.m. every day, instead of smack in the middle of your workday.

    Remember, it’s much more difficult to attract new clients when you’re not out there sharing with people what you do; networking, writing newsletters, articles, sending mailings, following up with potential clients, asking current clients for referrals, or working on presentations or seminars.

    OK, then, so let’s get really clear on what your day should look like. During the hours of 9 a.m. and 5 p.m. (or whatever you consider your regular work hours, I’m not picky about that), there are only 2 things you should be working on:

    1. Client work (the stuff that actually makes you money)
    2. Client Attraction and marketing (the stuff that gets you clients)
    Everything else has to go (for now) or can wait until after 5 p.m. I know, this is drastic to some, but it just has to be something you strive for, at least for the short term.

    After 6 months or a year, when you start seeing consistent results in your Client Attraction, you’ll be able to decrease the number of hours you spend on marketing each day and reinstate some of the things you enjoyed doing beforehand, but had to put on pause for awhile. (However, you might just be so happy to focus only on Client Attraction and client work during the day that, as for many of my private clients, you’ll decide never to go back to the old way of doing things.)

    Your Assignment:

    Clear the decks. If you know you need 4 hours of marketing per da

    The A.C.E.S. Model Of Exceptional Customer Service
    The A.C.E.S. model of exceptional customer service is a simple pneumonic and diagnostic tool that will help you evaluate your company’s ability to deliver service to the customer. Once you have your diagnosis, you then know where to apply corrective measures if needed.A.C.E.S. helps employees focus on the three component parts of customer service. This model complements my 4 (and 7) laws of exceptional customer service.The ACES model is a simple formula Attitude + Competence + Empowerment = (exceptional) ServiceThe first component, Attitude, contains the attitudes and beliefs that are required to provide excellent customer service. These include the basic impe
    ority. What we’ve got to do is have you clear the decks and get rid of the “leaks” in your day.

    How much time per day should you really allocate for marketing? I recommend my clients spend up to 4 hours of marketing PER DAY the first 6 months to a year in business, or whenever they need a new boost of clients. Many people gasp at that number when I first share it with them, because they usually spend no more than 4 hours per MONTH, if that. No wonder they’re having trouble attracting new clients!

    First-time clients tell me they just don’t have the time to devote that many hours to marketing. Well, since I’m always trying to find solutions to problems, we have to look at what’s taking up your time now and there are usually several non-essential things that are eating up your time. I call these the “leaks” in your day. Here’s what I mean: if you’re spending your valuable time working on non-business items during the day, then you may want to consider putting a “pause” button on these for the first 6 months of working on this Client Attraction System™.

    It might mean stepping down from that Board of Directors position that doesn’t really serve you, taking a leave of absence from that time-consuming project that isn’t giving you a return on your time investment, not going to the grocery store during the day, and just deciding you will go to the gym before 9 a.m. or after 5 p.m. every day, instead of smack in the middle of your workday.

    Remember, it’s much more difficult to attract new clients when you’re not out there sharing with people what you do; networking, writing newsletters, articles, sending mailings, following up with potential clients, asking current clients for referrals, or working on presentations or seminars.

    OK, then, so let’s get really clear on what your day should look like. During the hours of 9 a.m. and 5 p.m. (or whatever you consider your regular work hours, I’m not picky about that), there are only 2 things you should be working on:

    1. Client work (the stuff that actually makes you money)
    2. Client Attraction and marketing (the stuff that gets you clients)
    Everything else has to go (for now) or can wait until after 5 p.m. I know, this is drastic to some, but it just has to be something you strive for, at least for the short term.

    After 6 months or a year, when you start seeing consistent results in your Client Attraction, you’ll be able to decrease the number of hours you spend on marketing each day and reinstate some of the things you enjoyed doing beforehand, but had to put on pause for awhile. (However, you might just be so happy to focus only on Client Attraction and client work during the day that, as for many of my private clients, you’ll decide never to go back to the old way of doing things.)

    Your Assignment:

    Clear the decks. If you know you need 4 hours of marketing per d

    A Staffing Equation: Optimizing the Supply Chain
    It is at the Hiring Manager’s end that the need to fill in a position is felt most. Eighty-five percent of time, due to lack of foresight, and an absence of a well-engineered process, the Hiring Manager ends up spending more time in screening. Various members of the Hiring Chain scramble and spend lot of time engaging in fire fighting, Hiring costs soar, vacancy costs hit the bottom line negatively, and so on and so forth. This calls for rethinking: Are we doing it right? Is there a way that the Hiring Manager’s critical time be more beneficially utilized? Can we improve the Hiring Value chain and cut down on the total effective time line of hiring?The entire staffing process
    e usually several non-essential things that are eating up your time. I call these the “leaks” in your day. Here’s what I mean: if you’re spending your valuable time working on non-business items during the day, then you may want to consider putting a “pause” button on these for the first 6 months of working on this Client Attraction System™.

    It might mean stepping down from that Board of Directors position that doesn’t really serve you, taking a leave of absence from that time-consuming project that isn’t giving you a return on your time investment, not going to the grocery store during the day, and just deciding you will go to the gym before 9 a.m. or after 5 p.m. every day, instead of smack in the middle of your workday.

    Remember, it’s much more difficult to attract new clients when you’re not out there sharing with people what you do; networking, writing newsletters, articles, sending mailings, following up with potential clients, asking current clients for referrals, or working on presentations or seminars.

    OK, then, so let’s get really clear on what your day should look like. During the hours of 9 a.m. and 5 p.m. (or whatever you consider your regular work hours, I’m not picky about that), there are only 2 things you should be working on:

    1. Client work (the stuff that actually makes you money)
    2. Client Attraction and marketing (the stuff that gets you clients)
    Everything else has to go (for now) or can wait until after 5 p.m. I know, this is drastic to some, but it just has to be something you strive for, at least for the short term.

    After 6 months or a year, when you start seeing consistent results in your Client Attraction, you’ll be able to decrease the number of hours you spend on marketing each day and reinstate some of the things you enjoyed doing beforehand, but had to put on pause for awhile. (However, you might just be so happy to focus only on Client Attraction and client work during the day that, as for many of my private clients, you’ll decide never to go back to the old way of doing things.)

    Your Assignment:

    Clear the decks. If you know you need 4 hours of marketing per d

    Where To Buy Date Stamps
    Stamps are used all over the world to indicate a number of messages and seals of specific institutions and corporations. A stamp may be defined as a distinguishing mark or impression used by individuals or firms to represent certain memos. The first stamp was used in the army to indicate any changes made in the policies.Stamps can be categorized into Postage stamps that are used for the delivery of postal mail, Revenue stamps that are often used on government documents. Rubber stamps are very widely used in companies, businesses and other offices as devices that are used to apply inked markings to objects. Date stamps are an extension of the rubber stamps, however, are meant s
    >

    Remember, it’s much more difficult to attract new clients when you’re not out there sharing with people what you do; networking, writing newsletters, articles, sending mailings, following up with potential clients, asking current clients for referrals, or working on presentations or seminars.

    OK, then, so let’s get really clear on what your day should look like. During the hours of 9 a.m. and 5 p.m. (or whatever you consider your regular work hours, I’m not picky about that), there are only 2 things you should be working on:

    1. Client work (the stuff that actually makes you money)
    2. Client Attraction and marketing (the stuff that gets you clients)
    Everything else has to go (for now) or can wait until after 5 p.m. I know, this is drastic to some, but it just has to be something you strive for, at least for the short term.

    After 6 months or a year, when you start seeing consistent results in your Client Attraction, you’ll be able to decrease the number of hours you spend on marketing each day and reinstate some of the things you enjoyed doing beforehand, but had to put on pause for awhile. (However, you might just be so happy to focus only on Client Attraction and client work during the day that, as for many of my private clients, you’ll decide never to go back to the old way of doing things.)

    Your Assignment:

    Clear the decks. If you know you need 4 hours of marketing per d

    Thoughts from a Post-Thanksgiving Nap
    Leaning back in my post-Thanksgiving glow, I snuggled in my easy chair, put my feet up, sighed, and read my book until the need for a nap overtook me in a few moments. We all like our comfort. As a culture we certainly prefer comfort to discomfort. The problem is that being in a place of comfort lulls us. It lulls us from thinking, from learning, from activity, from progress, from growth. It’s exactly the same in business.Comfortable businesses tend to coast. They stagnate. They have reached a comfortable state of existence with comfortable earnings, comfortable staff, comfortable systems, comfortable levels of stress. They have stopped getting better because they don’
    w) or can wait until after 5 p.m. I know, this is drastic to some, but it just has to be something you strive for, at least for the short term.

    After 6 months or a year, when you start seeing consistent results in your Client Attraction, you’ll be able to decrease the number of hours you spend on marketing each day and reinstate some of the things you enjoyed doing beforehand, but had to put on pause for awhile. (However, you might just be so happy to focus only on Client Attraction and client work during the day that, as for many of my private clients, you’ll decide never to go back to the old way of doing things.)

    Your Assignment:

    Clear the decks. If you know you need 4 hours of marketing per day (that’s what I scheduled per day to fill both of my private practices to capacity in less than 8 months each), then you’ve simply got to make room for it. Your business—and livelihood—depends on it.

    Take a pad of paper and write down all of the different things that take up your time every day. Include every curricular and extracurricular activity. Be a hard grader! This is not the time to be forgiving. We’re looking for change, not excuses.

    Once you’ve done that, underline or check off the things that can go for at least the next 6 months, to give you the time and space to make your practice what you want it to be: FULL.

    Then do it. Make a commitment to eliminate the things (for the short-term) that eat up major amounts of time each day and week. Now, don’t get depressed. Remember, this is not forever; it’s just for right now, a few months, until you get all the clients you need. Then you can slowly start adding things back in. I did.

    This mantra kept me going for the first 6 months: “A strong focus now creates a different future later.”

    Want more of the tools that I still use today to keep making Client Attraction a priority EVEN while I have a full practice? It’s all outlined in the Client Attraction Home Study System™. All the time grids, tools, and tricks I’ve developed and used over the years are all there for you to use right away, so you can manage your time and start attracting lots of clients fast. The Client Attraction Home Study System™ will save you LOTS of time in filling your practice quickly and consistently. You can get it at www.TheClientAttractionSystem.com.

    © 2006 Client Attraction LLC. All Rights Reserved.

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