You MUST Use Conviction and Authority to Attract More Clients
To avoid letting prospects slip through your fingers, you need to have serious CONVICTION about what you offer. If you don't, if there's no certainty on your end, then a prospect is simply not going to be certain either that working with you is the answer to their problems. They'll question whether you're really good at what you do and then decide they'll keep looking.
I'll give you an example of what occurred to me recently, after going to the dentist.
For months, I've been meaning to get some light cosmetic dentistry done to improve my smile and during a recent routine dental checkup and cleaning, I asked my dentist (let's call him Dr. Smith) if he performed cosmetic dentistry.
Now, before I tell you what happened, let me explain his typical behavior. He's naturally very outgoing, charming, and does great work (as far as I can tell from the routine cleanings.) He tells jokes, is jovial and seems pretty confident all around. But something happened when I asked him if he did cosmetic dentistry.
Dr. Smith's behavior changed, almost on a dime. He looked away, mumbled something about being in business for 20 years and of course he did cosmetic dentistry, and that he did it well. And then that was it. Nothing else. The strange thing was his words were no longer enthusiastic and confident. They turned empty and uninspiring, and I wasn't sure how to read the whole thing.
Whatever had happened, my gut feeling told me not to work with him. Right then and there, in just one sentence, he lost tens of thousands of dollars worth of potential business. I knew by the WAY he spoke that I wasn't going to be using my own dentist for cosmetic dentistry. He simply had not convinced me, not even close.
Here's what I've discovered from that experience and countless other experiences I've had, just watching entrepreneurs talk about their abilities:
Prospects want to work with people who are CERTAIN about their abilities.
Prospects want to work and learn from an AUTHORITY on a subject.
Prospects are looking for someone CONFIDENT about the results they offer.
Prospects are silently begging to be LED!
Your Client Attraction Assignment:
From this moment forward, you cannot afford to be wishy-washy about what you offer. You've got to have total conviction about what you do. Not only that, you've got to express that conviction in a way that makes the prospect feel confident about your abilities.
You see, your job is not to sell. Your job is to convince prospects to get out of their own way to achieving success (or whatever it is that they want and could use your help with). The way you do that is by building trust, showing authority on your topic, and expressing your capability about the results they'll get with you. And it's all in your way of BEING.
Now, a caveat.
This doesn't mean that you become OVER zealous. That's just a ridiculous turnoff and will send them running in the other direction. Just be yourself, but speak with conviction and certainty.
One more thing. Don't (ever) tell a prospect you can do something that you can't, just to close the sale. Some sales "gurus" will tell you to do this, and then figure it out later, but I don't agree. It's out of integrity and we're looking for authentic selling here. It's better to turn away that prospect and move on to the next one.
So, be yourself, be a leader, and start speaking with conviction from this moment forward. It doesn't take much, and yet I guarantee you'll start attracting more clients than you are now. It works!
© 2007 Client Attraction LLC. All Rights Reserved.
Related Tags: client attraction system, attract new clients, attracting new clients, mastering marketing, potentia
Fabienne Fredrickson, The Client Attraction Expert, is founder of the Client Attraction System™, the proven step-by-step program to help you attract more clients, in record time and consistently. To learn more about Fabienne's Client Attraction Home Study System™, sign up for her FREE client attraction tips and no-charge teleclasses on attracting more clients, visit http://www.ClientAttraction.com.
Your Article Search Directory : Find in ArticlesRecent articles in this category:
- 8 Differences Between Traditional Businessmen And Entrepreneurs
The difference between traditional businessmen and entrepreneurs is not huge-it could be a thin-line - Airless Container Packaging Technology
The choice of an airless container wasn't an impulsive decision for many brand marketers nowadays. T - Laser Processing Of Metals
You may have known that lasers produce very powerful and exact beams of light. As a result, they can - Titanium Metal Powder
Have you ever thought about that how a heavy aircraft can fly high in the air without falling to the - Race To Icd-10 In Healthcare Outsourcing
Healthcare organizations are running a race against time to achieve ICD-10 compliance in medical bil - Benefits Of Tig Welding Machines - The Leading Special Welding Machines
The TIG welding process allows a welder exacts controls which result in a clean weld blob. TIG weldi - Full Time It Support Or Flexible It Support?
When you're choosing what type of IT support to take on for your business, it can be tricky to deter - The Best Sticker Products - Vinyl, Motorcycle & Helmet Stickers
Are you looking for some of the really best sticker printing products? If yes, then it is none other - Jobs At Home: 5 Practical Tips That Will Help Work-at Home Moms Get Organized
As a work at home mom who has successfully been doing it for quite a while now, I have realized that - Choose A Right Virtual Assistant Company For Your Staffing Difficulty
If you simply waste your precious time on daily routines that can easily assign to an employee, Virt
Most viewed articles in this category:
- Discover How to Entertain on a Budget
To most people these two words, entertain and budget, are miles apart. But they don't have to be. Wh - Six Reasons the Merlin Magix is Ideal for your Business
Why the Merlin Magix Phone System Integrated Phone System is ideal as your business phone system - Indian IT's Off-shore Gains
recent revised guidance of Satyam Computer Services (Satyam), the over $1-billion Indian IT se - 7 Sure-Fire Time Management Tricks To Get More Done
Do you know why you don't get all the stuff on your to-do list done? Sometimes it's as sim - How to be Successful in Business
Starting a business and making it work is the primary purpose for having a business to begin with. I - Setting Up a Decorative Painting Portfolio - How Do You Do It?
Setting up a professional looking portfolio is essential to impressing and obtaining clients as they - Home Business Taxes-How To Stop Taxes In Your Home Business From Sneaking Up On You
"Sixty thousand dollars? You guys are joking right?" I had just completed my first year of being fai - The #1 Small Business Phone System
T h e N o . 1 s m a l l - b u s i n e s s phone s y s t e m . . . s i m p l y p o w e r f u l . . .p - Training Employees Within A Budget
Businesses have spent a lot on employee training and their development in order to improve sales, cu - Hollander Consultants Ends 2006 with its Second Highest Year Ever
Hollander Consultants Also has Second Highest 4th Quarter Ever Tualatin, OR: Hollander C