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Copyright 2005 Michael Port & Associates LLC

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If you haven t already heard the buzz, Michael Port is the guy to call when you re tired of thinking small! Michael Port & Associates LLC is the premier marketing and sales strategy-consulting firm for professional service providers. He is the author of the best-selling Book Yourself Solid program and is thrilled to share 7 Keys to getting more clients than you can handle even if you hate marketing and selling. Over the next seven articles, he ll share the secrets he used to turn his own self-employed business without a pulse into a healthy $112,200 income in less than 10 months.

If you re out there on your own and absolutely love your work but hate the thought of selling yourself or having to get new clients, you re not alone. If you feel uncomfortable asking a client to buy from you, he has the answers. If you dread having to bring up the subject of money, fear no more. If you ve ever been hesitant to boldly declare, the best thing for you would be me ? Look no more! Thousands of entrepreneurs share your same frustrations and simply, easily and profitably attained success using Michael s 7 Keys.
Remember how excited you were when you first launched your business? You knew you had a gift to offer the world and the universe was telling you that your message needed to be heard. Nothing has changed. If you have a message to deliver it means there are people who are meant to hear it! If you don t offer yourself with complete confidence and conviction, you minimize yourself, your services and your business. You are robbing people of creating a better life. You are limiting your potential and the experience of the services you provide and of being around you not a small thing.
Book Yourself Solid, Key Number 1: Know Why People Buy What You’re Selling
Since it s super normal to feel like marketing or talking yourself up cheapens the integrity of your work, I have a simple solution stop talking about what you do. The secret is to know what your clients want. So every second of every day focus on clear, specific, and detailed solutions, benefits and advantages that appeal to your potential clients. Because people aren t buying what you do the science, technique or technical name that you use doesn t matter in the slightest! Who cares what you call yourself?!
The fancy diplomas on the wall aren t getting you more clients. Clients will come to you, however, when you speak with them about their problems and needs. Start by identifying their urgent needs and compelling desires and then offer them an invest-able opportunity and you’ll be booked solid in no time.

WRITTEN EXERCISE:

Develop a list that starts to identify what your clients are actually buying when they are buying your services.

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What are your clients’ urgent needs? (What problems do they need to solve?)
1. __________________________________________________________
2. __________________________________________________________
3. __________________________________________________________

What are your clients’ compelling desires? (What are they working toward?)
1. __________________________________________________________
2. __________________________________________________________
3. __________________________________________________________

What invest-able opportunities do you offer your clients? (What are the specific and quantifiable benefits?)
1. __________________________________________________________
2. __________________________________________________________
3. __________________________________________________________

Now, every time you communicate in person, through writing, on the internet, in advertisements, on the phone, etc articulate and re-articulate these urgent needs and compelling desires. Your potential clients will connect with you immediately. Most importantly, they ll feel understand and they ll be interested in learning more about the invest-able opportunities you offer.

Stayed tuned for Key #2

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About the Author

Michael Port is the President of Michael Port & Associates LLC and is known as the guy to call when you re tired of thinking small. To spend some more time with Michael and to think bigger about who you are and what you offer the world go to http://www.MichaelPort.com.

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