Why we attract needy clients

This week's question from my portal “The Neagle Code: Directions for Life” comes fromย someone who wishes to remain anonymous.ย 

Neagle Code Question

My partner and I have a law practice. Itโ€™s always our goal to provide excellent service to everyone.

But sometimes we find ourselves feeling compelled to do far more for a client. Weโ€™ve found that those individuals end up being unhappy, or lashing out at us. We know thereโ€™s some kind of correlation there โ€” between our going overboard with our services, and having unruly clients. Weโ€™re struggling to identify what weโ€™re doing to cause that?

Neagle Code Answer

Youโ€™re taking on clients you shouldnโ€™t be taking on. Theyโ€™re needy.

When you initially sit down with someone whoโ€™s a potential client, there needs to be a little bit of THEM selling you on why you should take them on as a client.

If youโ€™re taking on just anybody, youโ€™ll overlook red flags right from the very beginning. Theyโ€™ll be the most giant pain-in-the-ass youโ€™ve ever had to deal with.

Hereโ€™s an example:

Say someoneโ€™s sitting in front of you, telling you about whatโ€™s going on in their life. I would look at their problem and say:ย  ย  ย  ย  ย  ย  ย  ย  ย  ย  ย  ย  ย  ย  ย  ย  ย  ย  ย 

โ€œI understand your situation. Hereโ€™s this issue. In order for me to help you with this, youโ€™re going to have to follow my directions. If you canโ€™t do that, then weโ€™re both going to be miserable. Iโ€™m not willing to be miserable. So, tell me why I should take you on as a client?โ€

Youโ€™re going to piss off some people when you say that.

But for those who know how to accept responsibility for their own results, theyโ€™re going to appreciate your directness. Theyโ€™re going to tell you why you should take them on as a client.

If someone said that to me, I would totally get where they were coming from.

PS: If you enjoy reading my weekly Neagle Code, you'll LOVE my podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.

Will you do me a favor? Subscribe, listen and leave me a review! I'd love to know what you think!

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How to up-level with a list full of beginners

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Dear David,

Iโ€™ve been in the coaching industry for about 5 years now, and Iโ€™m ready (and willing) to finally up-level both my ideal client and my price points. I feel Iโ€™m ready to work with a much more advanced business owner as I myself have become incredibly advanced.

Hereโ€™s my problem. I have a list full of beginners. How do I start to build a new list of my up-leveled client? Any down and dirty suggestions?

Thanks!

Neagle Code Answer

Hi and thanks for your question!

First of all, congratulations on up-leveling your clientele and your prices!

My first suggestion to you would be to create a new avatar.

Donโ€™t get me wrong; you can still market your new programs to your list. Thereโ€™s actually a very good chance that there are some ideal clients hiding in there just waiting for you to start speaking directly to them.

However, in order for you to identify new opportunities to get in front of this new audience (outside of your list), you must first get very clear in regards to what this new client wants, what they are struggling with, and how they think.

The fastest way to build a new client list is to physically speak in front of them. This means you must know what their priorities are and then locate where large groups of your new avatar gather.

For example, if your new client is a 6-figure business owner who really wants to build their business on-line, youโ€™d be smart to look at upcoming conferences and seminars teaching that topic, and see if you can get a speaking spot.

This positions you very well and allows you to speak directly to your new market.

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PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

[5 Pillars of Influence Article Series] Article #7 ~ Two Final Keys to Positioning

From the time we are helpless newborns to the moment of our deaths, we need – and seek – help from other people.

In fact, one of the very first things we learn is how to determine if a person can help us or not, and, subconsciously, we never stop looking for that person who can help us advance.

If you understand that truth and position yourself as a person of influence who can help others, without even knowing why, prospects will be drawn to you.

So if youโ€™re ready to become a magnet to your ideal clients, here are the two remaining keys to positioning.

1. Dress the Part

โ€œWhen people walk into a room, without even thinking about it, they start judging the other people based upon what they observe.

If youโ€™re dressed to impress at business or networking events, that first impression is likely to be that you are โ€œdifferent,โ€ which, as I explained last time, is the first step to being seen as a person of influence.

Dressing the part affects you as well. You feel more confident and carry yourself more powerfully when your hair is done and, if youโ€™re a woman and wear makeup, your makeup is professionally applied, and you have on great shoes. Itโ€™s the same for men.

Now, dressing the part doesnโ€™t necessarily mean conforming to a corporate ideal. You have to be you.

Wear clothing that is appropriate to your niche or style, but that makes you stand out and brings out your best. Draw othersโ€™ eyes to you and be proud as they wonder, Who is that man or woman?

At Home Too.

You also want to dress the part while making sales calls from home. You may think that no one is going to see you, but you will feel the way that youโ€™re dressed. As Iโ€™ve said, if you hope to influence others, you have to first influence yourself.

If you take the time and make the effort to dress well and then have that 10-minute conversation with yourself before you get on the line, youโ€™ll likely be astounded by the difference in your results.

2. Bring an Assistant with You

Letโ€™s say that youโ€™re at a networking event and you look great. Youโ€™ve also taken my advice from the last article and polarized the conversation, and you have determined that the person youโ€™re speaking to would be an ideal client.

After the prospect agrees to a follow-up phone conversation with you, the final key to positioning yourself is to have an assistant with you. Pass the prospect on to your assistant to put you in their calendar and vice versa, and free you to move on to the next person.

As your assistant handles the logistics and builds excitement about you and your work, the prospect will rightfully sense that everything is about to change.

Meanwhile, you are exactly where you want to be: perfectly positioned to influence that prospect to choose the life of his or her dreams.

 

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globeโ€™s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

[5 Pillars of Influence Article Series] Article #6 ~ Positioning: The Practice That Can Rake It In

Weโ€™ve all been taught how to politely greet another person. We donโ€™t even have to think about it.

I put out my hand and say, โ€œHi, my name is David. Nice to meet you.โ€

More than likely the other person, letโ€™s call her Samantha, will soon ask me an introductory question, such as, โ€œWhat do you do?โ€

How I respond to that seemingly innocuous question during a business or networking event has a dramatic impact on my bottom line.

Hereโ€™s why.

โ€œAre You Like Me or Not?โ€

When we meet someone, our subconscious mind quickly decides into which of the following three categories to file the person:

โ€ข This person is like me,

โ€ข This person is different from me and can help me, or

โ€ข This person is different from me and canโ€™t help me.

If you simply answer introductory questions, the other person is going to determine, This person is like me. Youโ€™re a peer, a colleague or a potential friend.

That is actually the death knell to influence and sales. You donโ€™t want to be seen as a peer, but as a person of influence, as someone who has the ability to make a difference in peopleโ€™s lives.

So what do you do instead?

Polarize

You polarize the conversation. Rather than responding to introductory questions, ask your own questions to quickly determine if the person is your ideal client or not.

For instance, when Samantha asks me what I do, instead of answering her, I say, โ€œLet me ask you a question. If your annual income instantaneously became your monthly income, what in your life would change?โ€

Because I did not respond as she expected, her subconscious mind says, This person is different from me.

Then she will either say, โ€œGosh, I donโ€™t know. Thatโ€™s interesting. Iโ€™ve never thought about that before.โ€ Or sheโ€™ll attempt to make something up.

My next question quickly determines if sheโ€™s a potential client for me or not. I ask her, โ€œWould you like it if your annual income became your monthly income?โ€

If her answer is no, Iโ€™ve probably triggered something that sheโ€™s resisting and sheโ€™s going to move away from me.

Thatโ€™s okay, because she is not my ideal client. My ideal clients donโ€™t answer no to that question.

But if she says something like, โ€œWho wouldnโ€™t want to turn their annual income into a monthly income!โ€ sheโ€™s shown me that sheโ€™s a potential client.

I then say, โ€œIf youโ€™ve got about 15 minutes, Iโ€™d like to talk to you about how I could show you how to do that. Why donโ€™t we get you on my calendar?โ€

Find Your Own Way

Since weโ€™re all conditioned to answer questions, youโ€™ll likely need to practice this technique before you feel confident in it.

When youโ€™re practicing, donโ€™t just parrot what I said. Find the questions that will quickly identify your own ideal clients.

And then youโ€™ll find, in any business setting, that you can quickly position yourself as a person of influence and begin to rake it in.

 

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globeโ€™s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

Will they see me as an expert?

This week's question from my portal “The Neagle Code: Directions
for Life”
comes from someone who wishes to remain anonymous.

Neagle                                               Code Question


Hi David!

How do I create credibility for myself when Iโ€™m just getting started, in my business? I do not have a list and I have no clients to do testimonials or social history for proof that I can do what I say I can do.

Thank You!

 

Neagle                                               Code Answer


Thank you for your question. Many people get stuck right here, thinking they have to build credibility, secure testimonials and build a website before they can ever begin.

So hereโ€™s the real question, are the people who need you finding you? And when they do, do they see you as an expert or just a friendly peer?

By posturing and positioning your actions, thinking, and energy all to match your expertise, people will see you in that way and want to buy your services.

How do you position yourself as an expert and get your message out?

A great way to do this is by sponsoring and speaking at events that compliment your services. By aligning yourself with event hosts, you hold instant expert status, and if you get to speak from the stage and share your message, youโ€™ll have access to an audience ready to hear from you.

While events can give you the platform, what really enrolls clients is a sales conversation where you ask questions that other people have never asked before.

You donโ€™t need to tell them how much you know or about your raving testimonials or how wonderful your product or service is.

Your confidence in your ability to help them gets transferred TO them, and then they know you can help them.

You donโ€™t sell peopleโ€ฆ people sell themselves when they realize what they need to do about their problem; which ultimately results in them purchasing your expertise to help solve it!

Just Believe,ยฎ
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PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.