Show Notes

  • This 4 step plan has a very successful track record
  • Get someone to ‘raise their hand’ with interest
  • Typically a lead magnet, often a book
  • The books are written with target market in mind
  • Requesting a book signals likelihood to read, most of Pat’s marketing is written
  • Give something useful to get contact info
  • Consistent follow-up is critical
  • Use whatever you’re best at with your email list
  • Every lead is a potential client until they say no
  • Give them attention and build relationships
  • Pat “coaches until he’s paid to coach”
  • Be valuable and general. When they sign up, get specific
  • Get people to a conversation
  • A consultated selling environment is a 1st date
  • Where you going? How you getting there? Can I help?
  • Not everyone is a good fit
  • Make it about your clients
  • Different people have different needs
  • Have different offers for different clients
  • Don’t cram people into wrong boxes
  • Help in a way that the client will enjoy

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