Secrets
to Attracting More of the
Right
Clients. Robert
Middleton interviews Jerry Vieira
It's
one things to attract More Clients. It's even more
important to attract the Right
Clients.
In
this Action Plan Audio Program you'll learn the
secrets of attracting the Right Clients and
avoiding the Wrong Clients. You'll learn a
tested and proven system to distinguish prospects
who will waste your time and energy from prospects
who will be great to work with and earn you
substantial rewards.
All
clients are not made equal.
Some
clients are great to work with, produce great
results (with your assistance), and make you good
money. But many clients will waste your time,
are frustrating to work with, produce marginal
results and bring in scanty financial rewards.
How
many times have you encountered prospects you
thought were promising but had one or more of
the following experiences?
•
They had huge problems to solve yet they never
made a decision to move forward?
•
They were happy to get materials from you and
asked a lot of questions but after you did a
proposal, they didn't return your
calls.
•
They started a project with you but never made
much headway. A project with great potential
ended up going nowhere.
•
No matter what you offered, they always wanted a
better deal and would never commit to a
"complete solution."
Most
clients I've worked with who experienced these
situations thought they did something wrong and
spent a lot of time and effort trying to make the
sale or salvage the project.
What
they didn't realize is that they were dealing with
prospects who would NEVER be good clients and
that it would have been much better to avoid them
and move on as quickly as possible.
How
can you know which prospects have the potential to
be the Right Clients and ones that will inevitably
be the Wrong Clients? The good news is that
there is a proven system that will enable you to do
this once you clearly distinguish the different
buying types. Jerry Vieira is the originator of
this system.
Introducing
Jerry Vieira of the QMP Group
I
met Jerry Vieira at the 2007 IMC (Institute of
Management Consultants) Confab in Reno. He was
giving a presentation on the "Eight Buying Types"
and it was by far the most interesting and
practical of all the presentations given during
this conference. I immediately approached him after
his presentation and asked him to do an interview
with me on this topic.
Jerry
is the president of the QMP group, a strategy and
process improvement consulting firm with a
track record of rapidly turning underperforming
businesses, divisions, products and services into
significant profit contributors. You can learn more
about him at the QMP
Group
web site.
What
Separates the Right from the Wrong
Clients?
Several
years ago, Jerry and his partners did a study of
all his past clients to determine the
commonalties amongst their most successful client
engagements. They found that it wasn't anything
related to industry or size of company or any other
demographic selectors.
He
concluded that the commonality of successful
engagements must be more about the personality
characteristics of the clients. Jerry then
proceeded to look at every single client invoice
and proposal in the QMP database over a period of
six years to see if there were any patterns that
distinguished successful from unsuccessful
engagements.
He
selected the primary client contact in each of
these engagements and proceeded to divide them
into different categories based on personality
types. What he emerged with were eight personality
types, all with very different approaches to doing
business.
Suddenly
it became very clear: Only certain personality
types were likely to become good clients. And
several types were either going to be time-wasters
or bad clients. He now had a system for separating
the wheat from the chaff and his marketing efforts
improved dramatically.
Ultimately
he called this division of types the "Approach to
Business Scale. "
The
application to marketing one's services should be
evident.
If
you understand and can recognize these types, as
Jerry did, you will immediately make the marketing
and selling process more efficient, waste less
time and effort and, instead, put more of the
marketing focus, time and energy into the types who
are more likely to become the Right Clients.
Instead of futilely chasing after bad prospects,
you'll recognize them instantly and move on.
Remember,
if you're new in your business and desperate to
attract any prospect who shows interest, you'll
hurt yourself in the long run. The confusing
thing is, most bad prospects look like good
prospects to you. What most think are buying signs
are actually indicators that they'll never do
business with you!
Are
you seeing these as favorable buying
signs?
•
They have lots of problems in their business and
are missing all kinds of opportunities, so you
see huge potential.
•
They are careful listeners, eager to see more
information and ask you to leave materials with
them.
•
They are sent to you by their boss to engage you
and start a project.
•
They have big plans and goals for growing their
business and their excitement is
contagious.
Most
would think these are positive indicators that they
will be great clients. The truth is, these are
the initial warning signs of the worst four
kinds of clients. They will waste your time, take
your ideas, not implement your plans and leave you
wondering what happened. When most Independent
Professionals don't turn these prospects into
successful engagements, they have no idea why it
went wrong.
In
my 90-minute interview with Jerry, we spend the
whole time discussing the exact characteristics of
these eight types, how to recognize them and
how to interact with them. We make these types so
clear, so obvious that after listening to this
interview, it will be impossible to miss them.
You'll know almost immediately whether you are
talking to someone who can become the Right Client
or someone who will inevitably be the Wrong
Client.
We
explore the following:
•
How each type typically behaves during the
buying process (so you can recognize similar
behaviors with your own prospects)
•
Specific things they will say and how they will
say them (to make you better prepared when
your prospects say the same things to
you)
•
What they will ask for that you misconstrue as
"buying signs" (so that you don't go on a
"wild goose chase" with unqualified
prospects)
•How to interact with each of the wrong buying
types (identify when to extract yourself
from sale/meeting/discussion)
•How many of these types will trick you into
thinking they will be the Right Clients (so
you can avoid or be prepared for these
prospects)
•When to know to cut your losses and move
on (so you can concentrate on the right
prospects that will make you money)
•Know who to follow-up with when you have lots
of prospects (separate the wrong from the
right prospects)
•
How to successfully engage with the three buying
types that will become the Right Clients
(getting past that first entry point to
engagement)
•
How not to blow it when you are selling to the
Right Clients (by creating the right
impression from the very start)
•
What to put in your proposals and marketing
materials to attract more of the Right Clients.
(so that they have exactly the information
they need to move forward)
•
And a whole lot more
For
most, the value of this program will be the
awareness of the four types that waste your time
and effort without shame. I wish I'd know this
information years ago so I could warn my clients
away from these kind of types. Many of them chased
business for a long time that really had no
possibility of turning into anything.
Is
this Program for You?
This
Audio Program is for you if you want a system for
immediately assessing whether a prospect has the
potential to become the Right Client or has all
the earmarks of a Wrong Client. You'll want it if
you are interested in attracting bigger, more
committed clients that you will have more success
working with.
Like
all our Audio Programs, this is practical, hands-on
information that will help you successfully build
your business. This is information that was new
to me. And like all new information, it will open
up new possibilities for attracting more of the
Right Clients with less struggle and effort.
In
fact, this program may be the most immediately
applicable of all my audio programs. You'll be
able to apply the insights you'll gain immediately
just by looking at your current list of
prospects.
Note:
Don't
confuse Jerry's Eight Types with most of the typing
systems such as DISC: Analytical, Driver,
Amiable and Expressive. These types are useful as
well to determine interaction styles and buying
approaches, but they aren't too useful in
eliminating the Wrong Clients. In the DISC system
ALL these types can be good clients. But it doesn't
help you avoid the Wrong Clients!
My
Unconditional Guarantee
As
with all my products and audio programs, this comes
with a 100% money back guarantee. Order the
program; listen to the audio interview and read the
transcript. If you don't think you got way more
than your money's worth, let me know and I'll
refund 100% of what you paid.
Ordering
Details for this Audio Program
This
is what you get when you order this
program:
1.
The Online Audio (mp3 format) that you
can listen to on your computer or download (and
put on your iPod or Mp3 player).
2.
A complete 59-page transcriptionof
the program in pdf format that you can print
our and refer to over and over again.
3.
A 100% money back guarantee of
satisfaction.
All
this for only $29
Order
"Secrets to Attracting More of the
Right
Clients."
If
you think this program is what you're looking for,
I invite you to order online. Here are the
details:
Yes
Robert, count me in. I want to understand
and implement the
"Secrets to Attracting More of the
Right
Clients."
Online
Mp3 Audio + Transcription is
$29.
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