Tag: strategic positioning

Dear David,

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

Here’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!

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

Don’t get me wrong; you can still market your new programs to your list. There’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, you’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.

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.

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 you’re ready to become a magnet to your ideal clients, here are the two remaining keys to positioning.

1. Dress the Part

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

If you’re dressed to impress at business or networking events, that first impression is likely to be that you are “different,” 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 you’re a woman and wear makeup, your makeup is professionally applied, and you have on great shoes. It’s the same for men.

Now, dressing the part doesn’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 others’ 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 you’re dressed. As I’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, you’ll likely be astounded by the difference in your results.

2. Bring an Assistant with You

Let’s say that you’re at a networking event and you look great. You’ve also taken my advice from the last article and polarized the conversation, and you have determined that the person you’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.

We’ve all been taught how to politely greet another person. We don’t even have to think about it.

I put out my hand and say, “Hi, my name is David. Nice to meet you.”

More than likely the other person, let’s call her Samantha, will soon ask me an introductory question, such as, “What do you do?”

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

Here’s why.

“Are You Like Me or Not?”

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

• This person is like me,

• This person is different from me and can help me, or

• This person is different from me and can’t help me.

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

That is actually the death knell to influence and sales. You don’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 people’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, “Let me ask you a question. If your annual income instantaneously became your monthly income, what in your life would change?”

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

Then she will either say, “Gosh, I don’t know. That’s interesting. I’ve never thought about that before.” Or she’ll attempt to make something up.

My next question quickly determines if she’s a potential client for me or not. I ask her, “Would you like it if your annual income became your monthly income?”

If her answer is no, I’ve probably triggered something that she’s resisting and she’s going to move away from me.

That’s okay, because she is not my ideal client. My ideal clients don’t answer no to that question.

But if she says something like, “Who wouldn’t want to turn their annual income into a monthly income!” she’s shown me that she’s a potential client.

I then say, “If you’ve got about 15 minutes, I’d like to talk to you about how I could show you how to do that. Why don’t we get you on my calendar?”

Find Your Own Way

Since we’re all conditioned to answer questions, you’ll likely need to practice this technique before you feel confident in it.

When you’re practicing, don’t just parrot what I said. Find the questions that will quickly identify your own ideal clients.

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

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.