I used to sell trucks for a living. BIG trucks.
Way back then, International Harvester trained us in a model called “Counselor Selling”. IH knew that you couldn’t sell trucks by sending a few letters, waiting for the phone to ring and “asking for the sale”. Essentially, we were taught how to sell trucks by finding out what our prospects need, educating them, and solving their problems.
The same goes for developing referral sources and increasing your client base.
Are you sending a few letters, dropping off a pile of business cards, and getting frustrated because the phone isn’t ringing? Well… before you throw in the towel there are two things I’d like you to remember…
#1 Marketing isn’t about sales — it’s about getting noticed
How are you going to get noticed by your prospective referral sources and clients? Getting noticed is kind of like getting your foot in the door. It’s a matter of getting their attention so you can extend you hand the next time.
You might feel “stuck” about how to get noticed. Here’s a tip. Remember that you exist to serve; that you want to help. Realize that you have a lot to offer your referral sources and clients. If you have an honest, burning desire to provide a great service, then you’ll have all the motivation you need to get noticed.
You’re not asking for the sale, you asking: How can I help you?
That’s a question that is bound to be heard!
I’ll tell you the #2 thing you should remember, in the next post. In the meantime make sure you catch my free video about the 5 Strategies I used to build up my practice earlier this year. You’ll also hear about a free web-training I’ve got coming up. You don’t want to miss that either! Click here for the video: http://influentialtherapist.com/5-super-strategies/free-video/