How To Build Your Client Base, Focus & Profits
Audio Version


1. Targeting Your Ideal Clients
a. Past Successes
b. Advocates & Connectors
c. Focus 20
i. Getting Referred In, Almost Every Time

2. How To Make An Initial Contact With Any Decision Maker
a. The Top Echelon Letter
i. Preparation, Delivery & Follow Up (See Attached)

3. How To Get Through More Often Than Not On The Phone
a. Initial Phone Contact
i. What Keeps You Out And What Gets You In

4. Focus Questions
a. Strategic Preparation Of Your Best Questions That Ensure You’ll Quantify The Value Of Action And Inaction

5. Positioning Points
a. What Sets You Apart, Why They Must Work With You
b. Admitting Weakness To Gain Credibility And Trust As Well As To Reverse Sell And Qualify For A True Fit

6. Surveys
a. Client Customer Surveys
b. The CEO Survey
i. My Offer
1. Qualifiers
a. Titular Head Of Authority
b. 7 Figure Business
c. 7 Figure Return On Our Efforts, Or Else Its Best We Walk
d. Its Ideal If They Are Successful, Humble, Continuous Learners With Money To Invest In Growth

7. Partnering Deals With Colleagues For Synergy & Incrementally More Business

Call 513-621-8000 or email faust@echelonmanagement.com
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