| | How To Get Clients: And Make Them Pay You More! 1 - 6 hours | |
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| MODULE 1: Who Are Your Potential Clients and Why Do You Want Them? |
In this module your audience learns:
- How to identify the profitable clients from the ones that only talk a good game yet waste your time and eventually lose you money
- The 10 steps for determining just how profitable a client will be in the short term
- 3 steps for determining the long term value of this client
- Why some clients have a need to exaggerate their value to you and how to avoid this
- How to determine residual value of a client beyond fees
- The 17 red flags to watch out for in determining if a client is going to be more trouble than he's worth
- How to develop a plan for guaranteeing that your client base is complementary and avoids duplication of effort.
| MODULE 2: How to Establish Credibility So Clients Take Notice. |
In this module your audience learns:
- What Credibility is and how it directly factors into your fee level
- The power of client testimonial and how to get it.
- How the right publicity can establish you as an expert in your field
- When writing a book is appropriate and how to do it without really writing it yourself
- Identifying your past "hidden" activities that help develop your credibility even further
- How to put all your credibility elements together to create additional credibility
- How to effectively yet subtly use a lack of credibility to give you an edge against the competition
- How to identify which elements of credibility are the "hot buttons for your potential client and how to use them to your advantage.
| MODULE 3: Keeping The Client Satisfied To Keep Them Coming Back |
In this module your audience learns:
- What is a satisfied customer and how does it affect your profit
- Seven secrets to guarantee satisfaction
- How to get your clients to tell you how to satisfy them
- Who would be crazy enough to rent a leer jet air ambulance at the last minute at a big loss just to honor a commitment to a client ... and how it paid off!
| MODULE 4: Public Speaking: Words Worth A Thousand Pictures |
In this module your audience learns:
- Which audiences can provide you the highest payback and how to reach them
- What to say and how to say it to get the most results
- How to increase you credibility and exposure for free
- How to choose between a speech, seminar, or workshop and which is best for you
- How getting put on a pedestal puts you at the top of your client's minds.
| MODULE 5: How To Use Publicity To Get Clients To Come To You |
In this module your audience learns:
- How to approach the news media so they want to do your story
- How to leverage your publicity long after the item has run
- How to Handle the interview so clients know how to get in touch with you
- Five things to avoid when talking to the media
- How to handle negative publicity and why there is no such thing as "off the record"
- When enough is enough and when too much is harmful
- How to determine which Media is best for you and which is a waste of your time
- Why and when it's good for your business when your just stroking your own ego.
| MODULE 6: Clients Contacts And Contracts Through Community Commitment |
In this module your audience learns:
- The value of "High visibility/low liability"
- How to turn donations into client generators
- When it makes sense to volunteer your time and when you're just wasting your time
- The difference between your geographical and industrial community
- How to choose the right cause to support because it's right for you.
| MODULE 7: How To Get Past The Gatekeeper And Get To The Client |
In this module your audience learns:
- How to get past the gatekeeper, the person who can't say "yes" but can say "no"
- Why the gatekeeper is the most dangerous person for you to talk to
- Hot to go around the gatekeeper and directly to the potential client
- When to quit and when to go forward
- The reversal and the end run to get by the gatekeeper
| MODULE 8: How To Make An Effective First Contact And Avoid Wasting Your Time |
In this module your audience learns:
- What valuable information you need before you "engage" and how to get it without exposing you position
- How to know when you're ready for your first encounter
- Why you need to use a "fact gathering" mission or "reconnaissance" mission before you're ready to make your major pitch
- How to structure fact gathering so that you position yourself for a "no-fail" return visit
- When the "dog an pony" show is more of a distraction than a help and how to avoid it's pitfalls
- The magic elements that every potential client wants to know
- How to get commitment from your client by presentation's end
- 5 ways to get your client to pay for your research and presentation
| MODULE 9: How To Set Up Appointments That Set Up Commitments |
In this module your audience learns:
- How to discover if you really want this prospect as your client
- How to determine if this prospect is wasting your time
- How to really uncover who is the real decision maker and what it takes to get to the decision
- When you should use the phone, mail, or in-person visit and why
- How to create an information kit that builds you up before you show up.
| MODULE 10: How To Probe For Valuable Details And Handle Objections |
In this module your audience learns:
- How to know when you're talking with the decision maker and why you shouldn't waste your time with others
- How to control the conversation by asking questions and why it works so well
- How to use the "echo" in fact gathering and discovering client hot buttons
- Understanding the painful process of decision making and working it to your advantage
- How to properly diagnose your clients problems and then perform a "cashectomy"
- How to turn a conversation around after you're on the defensive
- When it's time to get the commitment and how to identify client buying signals.
| MODULE 11:Track Your Results And Getting More From Direct Mail |
In this module your audience learns:
- How to track your efforts and determine the most effective and cheapest way to get more clients
- How to create the "war room" that shows you your results at a glance
- Computerization for faster and better tracking and follow up
- How to turn junk mail into information your prospective clients look forward to getting
- The postcard mailing that got a 25% return from non-clients
- What your clients look for and why
- When to use newsletters and how to get them done for less money
| MODULE12: When Advertising Makes Sense And How To Do It For Less |
In this module your audience learns:
- Which media makes the most sense and why
- How to negotiate with media to save money and get better results what to say in your ad so that only qualified potential clients call you
- How to follow up an ad so you convert the interested client into a paying client
- How to track the results of your advertising
- When to consider direct mail, telemarketing, trade journals, yellow pages, etc., and how to use them for less money
- How to look for opportunities to barter with the media and not get stung
- The proper use of 800 numbers, computer dialing machines, marketing software, and business reply cards
- Three ways you can use a two step process.
| Street Fighter Marketing, Inc. |
467 Waterbury Court, Gahanna OH 43230
Phone: 614/337-7474 Fax: 614/337-2233
Questions? 1-800-SLUTSKY (758-8759) |
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| Featured Product |
Success Stories
A major fast food chain suffered declining same store sales due
to
intrusion by two major competitors opening in the market for the first
time. Sales declined 23 percent. Street Fighter was brought in to develop
and implement a “quick deployment” plan-of-attack. Store-level
management and trained managers and franchisees learned to promote
their locations via a number of community opportunities, at very
low
cost. Over a period of 90 days, the stores rebounded with a 22 percent sales
increase. ________________________ ________________________
Paid media no longer produced the same return on investment that it
did in the recent past for a nationally-recognized franchise company.
Street Fighter Marketing developed local marketing tactics and
implemented them in four pilot market areas, resulting in a 40 percent
increase of customers tracked to LSM and Street Fighter Methods
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