One of the things that I really enjoy in my business is helping our consultants with ideas, strategies, and systems that make their consulting practices more successful by helping their clients operate more profitable businesses. One of the the highlights is the one-on-one meetings I have with our Platinum-level members.
Yesterday was one of those special times. Steve Clauson, one of our top consultants, flew into Phoenix at noon. I picked him up at the airport and we went to lunch and caught up on what’s been going on in his life and practice. Then we went down the street to the hotel where we hold our consultant’s trainings, got a conference room and talked about his business.
With all the pleasantries out of the way at lunch, Steve was ready to go. He pulled out his notebook and we took each of his concerns and questions and worked through them one by one until we had some workable ideas fleshed out, a time table for implementation, and an action plan on how to put them into play as quickly as possible.
It was a great session, and I got Steve back to the airport at 4:00pm. It was amazing what we got accomplished in those four short hours. This is not an unusual ocurance for Steve. He makes the two-hour flight from Sacramento at least 3 times a year to spend a half-day with me and get new, fresh ideas, make some tweaks to what he’s currently doing, and find ways to tap into new markets.
For years, Steve’s main market has been working with various kinds of contractors. In one of our previous meetings, Steve wanted some ideas on how he could get more clients in the “professional” market… doctors, dentists, chiropractors, CPAs, etc. So we worked through some strategies to help him do that. Again, in just four hours – start to finish, including lunch – we created an entire new market for him… which is turning out to be very profitable (many professionals, while they are very good at what they do, don’t know much about the actual running of a successful business).
Before Steve left, I set up my camera and did an off-the-cuff interview with him… no notes, no scripting, no prior preparation. I just sprung some questions on him and he responded. And he did a pretty good job. Then back at my office this morning, I loaded the video on my computer, made a couple of edits, added some music and captions, and created a marketing piece for him that he can put on his website or on a DVD and hand out to prospective clients.
Is it perfect? No, of course, not. It wasn’t meant to be. Slick, polished, and perfect is not what you’re trying to convey. It’s much better to have it look, sound, and be “real” rather than to perfect. Steve wasn’t wearing a coat and tie… just a Tommy Bahama shirt and jeans. No make-up, no fixing of the hair… just Steve as Steve was at that moment.
The point is… it doesn’t have to be perfect. It just has to be good, and out there. Knowing what you know won’t help anyone unless they take advantage of it. And they can’t take advantage of it unless they know about it. And there’s no way anyone will ever know about anything if you don’t tell them about it. Now Steve has something he can use.
So what about you? What are you doing to let people know what you do? What you have to offer? Or how what you have can help them? As I mentioned at the beginning, I really enjoy meeting with our top consultants in our one-on-one’s and helping them generate more success… more revenue… more spendable income… and have more time to enjoy it with their families or doing other things they’re involved in.
Part of our next training will be spent on how to do interviews such as what you see we did for Steve. It’s easy, it’s quick, and it can help you generate interest and a positive response from people who need and can benefit from your help.
As always, I’m very interested in what you’re up to, your comments about what I’ve written, and what you need help with. So please let me hear from you.
Martin Howey, CEO
TopLine Business Solutions
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