RE-THINK CLIENT METRICS – CREATING A CLIENT PROFILE
Join Ron Bouchard and Ana Silveira as they will discuss “CREATING A CLIENT PROFILE”
Have you ever had a difficult client?
It is better for them to go away happy than stay with you angry.
What did it cost you to work with a difficult client?
· Attitude
· Referral
· Rumor
· Extra Time
What did you gain? Was it worth it?
· Commission
“Help enough other people get what they want, you get what you want.” -Zig Ziglar
You can’t work with everyone. You need to develop client metrics or a customer profile of someone you would want to work with. You can’t be everything to everybody.
A policy of poverty is a mindset where people feel as though there is a supply shortage of leads and clients so, if you don’t take them as they come, you won’t have any. We need to re-think client metrics. I rarely if ever work with someone that doesn’t meet my profile.
You need to adopt a Red Velvet Rope Policy
A Red Velvet Rope Policy is a term coined by Michael Port in his book, Book yourself Solid. It is a policy where you find clients that not only want to work with you, they feel privileged to do so.
Imagine trying to get into an exclusive nightclub or concert and there is a huge line but to the right of the line, there is another doorway with a red rope across it. This is the VIP access area of the concert hall and it comes with backstage passes. Everyone wants to be there but you have a pass that gets you through the gate. How do you feel walking up to that rope? How does it feel when they let you through and treat you like a celebrity and escort you to your seat? How does it feel to have that level of service?
There are more than enough VIP clients waiting to work for you. You just need to know Where to find them. You can find them in places that you already go to.
If you were planning a weekend away, what kind of people would you allow with you on the trip? What type of people could you not only tolerate, what kind of people would you love having with you? You need to create a profile of these people. This is your avatar and all clients who meet the criteria of your avatar are the ones you want to work with.
To start a client profile, ask yourself?
· What kind of friends do they have? Probably friends like you. This is not about personality, it is about harmony.
· What kind of things do they value? Truth? Freedom? Integrity?
· What type of interests do they have?
· What kind of qualities do you look for?
Hopefully, you can see how working with an avatar can change your business. You can now also use targeted advertising to attract them. Who knows, maybe you’ll meet some new people who’ll become lifelong friends. Until next time, the road to becoming a REAL EXECUTIVE awaits.
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