A summary of things you should know about High Paying Clients according to Trevor Crane: Introduction In this episode Trevor Crane takes a deep dive into his book, High PayingRead More
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]]>In this episode Trevor Crane takes a deep dive into his book, High Paying Clients, where he reveals a no-fluff, non-BS approach for selling to high-end clients.
In his book Crane provides a step-by-step guide derived from his personal experience training and consulting entrepreneurs to reinvent the way they do business in order to make more money. The goal of the book is to show you exactly how to find highly profitable clients, sell high-end products to high-paying people, make more money off less deals, and easily close a high-end sale.
This book is perfect for entrepreneurs who are selling a high-end product or service, are tired of handling cheap, unappreciative customers, and need to guide for finding loyal clients.
One of my strengths is breaking something down into something really simple. This book has functionally created results in every one of my clients.
You can jump in and out based on where your strengths and weaknesses are.
It’s to get help. I think the biggest thing that I’ve learned in my businesses is that I’ve had successes and I’ve had failures but if you want to improve something the greatest way to get the result that you want is to get help. Go find somebody to help you create the result you want.
The content of the four initial steps of how you can train your entire staff are Hi, Why, Try, and Bye. Hi is just a very simple greeting and the building section of the process. If you do this well and someone knows, likes, and trusts you, that in it of itself can get people to want to buy from you right away. Because if people really like you and trust you they are going to want to buy from you and too often when someone is trying to make the sale they forget this part.
The second step is the Why and there are two things to probe for, first you want to probe for pain, and second you want to probe for pleasure. Step number three is after you find out what they want and why they want it you then give them Try and now make them an option. Often time’s people are given too many options and a confused mind says no. You don’t want that to happen so make sure to give people a very clear, consist, and compelling call to action.
In the Bye step I ask for you to close the deal and give you different strategies and benchmark questions to make sure you collect a decision. Yes’s are great, no’s are great because you don’t have to waste any more time, and maybes will kill you. So you want to avoid the maybes. I also highly recommend, no matter what your business is, that you at least talk about your guarantee when you are trying to close the deal.
NOTE: That was just a summary. To get the full deep dive, play the audio clip at 12:11
“A confused mind says no and does nothing.” “We can only see in someone else what we can also see in ourselves.” – Trevor Crane
For the last 12 years I’ve been a fulltime business coach and consultant. I work with small business owners, medium size business owners and my expertise is helping them find that extra money laying around in their business without spending more money. So I help them improve their systems and processes and drive bottom line revenue. All the tools and teachings came from my own experiences in owning a business is water sports and tourism, marketing and advertising, and also one in environmental protection. I’ve had a lot of failures and successes and put the best of what I’ve learned into High Paying Clients.
I decided to write this book because it was really the best of what I do for my clients. As I looked at what I wanted to promote I figured I wanted to give my best stuff away first. This is what helps people convert the sale.
The 10X Rule by Grant Cardone
Buy High Paying Clients by Trevor Crane on Amazon today
Visit TrevorCrane.com to learn more about Trevor and his book
Visit GreatnessQuest.com to learn more about his TV show
Follow Trevor Crane on Facebook and Twitter
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
The Trusted Advisor by Rob Galford
Never Chase Clients Again by Michael Moshiri
The Entrepreneur’s Guide to Sleaze-Free Selling by Julia Kline
Relevant advice and tips:
7 Reasons Why Your Sales Skills Suck
5 Simple Ways An Entrepreneur Can Attract Customers To Their Business
What did you like and not like about this episode? Fill out this one minute survey here.
The post A Preview of High Paying Clients with Trevor Crane appeared first on The Entrepreneurs Library.
]]>A summary of things you should know about Never Chase Clients Again according to Michael Moshiri: Introduction In this episode Michael Moshiri reveals all the insights on his book, NeverRead More
The post A Preview of Never Chase Clients Again with Michael Moshiri appeared first on The Entrepreneurs Library.
]]>In this episode Michael Moshiri reveals all the insights on his book, Never Chase Clients Again, where he shares the fastest, easiest, and most effective system for getting qualified consulting clients.
In his book Moshiri provides his personal step-by-step principles for getting new clients along with the most effective lead generation tactics of the world’s largest and most successful consulting firms. The goal of the book is to help you attract highly qualified leads with little effort, teach you the business development strategies that are ineffective, and how to build effective relationships with your clients.
This book is perfect for entrepreneurs who are in the business of consulting, have a small, limited budget and need help laying the foundation for an effective marketing plan that will bring quality leads.
This book takes a unique approach that requires not social media campaigns, not content marketing and it has no online lead generation or practices in it. At the same time it’s presenting a reliable, predictable, and repeatable system for finding, reaching, and connecting with consulting clients in any industry. I wrote the book to share a system that I’ve developed for finding highly qualified clients by leveraging that fact and not simply trying to circumvent it with the hottest methods that are out there. I bring in that tried and true system to offer people an alternative to the hottest method of the day.
This book has three parts and the way to approach it is to look at it in parts. Part one of the book provides a foundational knowledge that anyone who is in consulting needs to ensure their success in implementing the system. Part two provides them with a five step system for finding, reaching, and connecting with those highly qualified clients. And lastly, part three builds on part one and two to help you become more effective and efficient in implementing this system, strategies, and principles. Read the first part of the book, skim through part two, and then review part three so that you know the key areas that you need to be focusing on.
It would have to be walking away with the knowledge that business is not geometry. The shortest path to highly qualified clients isn’t a direct route. The shortest path to ideal clients is through someone else who knows them better than you do.
This book is packed with a lot of powerful information and I am going to highlight some of that information so that you can decide whether this is a book that you should read or not.
The chapters in Part One will help you to learn five reasons why many consultants fail in their efforts to find, reach, and win highly qualified clients. Then I go into the three core qualifications that any consultant has to demonstrate in order for their prospects and clients to really trust them and want to do business with them. The three core qualifications that are highlighted in that chapter are character, commitment, and competence.
The chapters in Part Two outline the system. The very core step, the one you have to start with first, is establishing your criteria and the main objective in this step is to develop a clear definition of who you consider to be your highly qualified perspective clients.
And in Part three you get to apply at of what you’ve learned and become better at it.
NOTE: That was just a summary. To get the full deep dive, play the audio clip at 05:37
“Consulting has always been and will always remain a business that is built on personal relationships.” – Michael Moshiri
For the past 23 years I have spent my days working in the industry of consulting and I’ve worked with big firms such as Deloitte, EY, and PwC. I have built and raised from nothing, a national consulting practice and also worked with some midsize firms.
I have spent the majority of my career in the world of consulting and one of the things that is the most critical function for any consulting is finding highly qualified clients. In the time that I have spent in the world of consulting I recognize that there are two types of people. The first type people are the types that jump on lead generation strategies that are the most popular or the hottest at the moment. And then there are those who use tried and true methods that help them find highly qualified clients.
Click by Rom Brafman and Ori Brafman
Buy Never Chase Clients Again by Michael Moshiri on Amazon today
Visit NeverChaseClientsAgain.com to learn more about the book
Visit MichaelMoshiri.com to learn more about Michael and his services
Follow Michael Moshiri on Twitter and Facebook
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
Moving Targets by Gabriel Aluisy
The Seven Levels of Communication by Michael Maher
Lean Customer Development by Cindy Alvarez
Relevant advice and tips:
5 Simple Ways Entrepreneurs Can Attract Customers
What did you like and not like about this episode? Fill out this one minute survey here.
The post A Preview of Never Chase Clients Again with Michael Moshiri appeared first on The Entrepreneurs Library.
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