The Fish aren’t biting… how to create a New Client Acquisition System

Last episode we went to work On your Avatar Client Profile

If you now have an Avatar client profile – this is a BIG Deal.  You have this beautiful thing – you have the profile of your VERY Best client.  Now what do you do with it?

Your Avatar Client Profile is the essential first step to creating…wait for it, this is huge, cue the echo chamber…your New Client Acquisition System.  Once you have that, you have something truly special.  You have a business that works.

“The Purpose of Business is to Create and Keep a Customer”  – Peter Drucker

If you want your business to grow, it’s critical to keep your existing customers happy and add on new ones.

That’s the work of MILLER MARKETING AND TRAINING

• TO CREATE AND KEEP A CUSTOMER

MARKETING = CREATE

TRAINING = KEEP.  You need really powerful systems to create a predictable and stellar customer experience

You have to learn how to CREATE customers – it is the most important Skill and Process you can possibly learn.  Invest yourself in this process.

YOU CAN CREATE AN ASSET IN YOUR BUSINESS BY FOCUSING ON SYSTEMS

It is process equity

• There is process equity in every area of your business

• But NONE so powerful as when your New Client Acquisition Process.

Creating your New Client Acquisition Process:

1. The John Smith Question: “You cant sell John Smith, what John Smith buys, until you can See the world Through John Smiths eyes.”  You have your Avatar Client profile – pretend like it’s Google Translate – everything you want to say to your prospect – put it through Avatar Profile.  Speak the language of your client – NOT your language.  Brings up #2


2. Message to Market match.   You can be selling the same product or service – but the message you use to sell is different DEPENDING ON THE MARKET

• The market is your WHO – the Avatar Client


• Be customer focused – not product focused.  You want to talk about you – STOP It.  Talk about your client


• Be very specific – not broad.  Niche in a niche in niche

3. Micro-Manage the process.  If you use sales people – do not leave the message up to the sales people

Don’t leave The Follow Up to the sales people.

4. Now Think about the Step By Step process – from cold prospect to new client.  It Begins with the Interrupt

This is a Multiple Step Campaign.  Think of dating…  you are courting, wooing, and getting to know each other.  Know Like and Trust you…

IF YOU’LL INVEST THE TIME DOING THESE THINGS – – – You are WELL on your way to creating a “New Client Acquisition System”