{"id":3056,"date":"2013-09-02T12:28:18","date_gmt":"2013-09-02T12:28:18","guid":{"rendered":"http:\/\/spontaneousdevelopment.com\/sdnuggets\/?p=3056"},"modified":"2013-09-02T19:04:56","modified_gmt":"2013-09-02T19:04:56","slug":"no-105-chasing-clients-will-cost-you-profits-a-true-story","status":"publish","type":"post","link":"http:\/\/tayosolagbade.com\/sdnuggets\/no-105-chasing-clients-will-cost-you-profits-a-true-story\/","title":{"rendered":"No. 105: Chasing Clients Will Cost You Profits (A True Story)"},"content":{"rendered":"

I returned from Nigeria, where the events described in this write-up took place, 14 hours ago<\/em>. <\/em>Sales leads \u201cfollow up\u201d - when \"over done\" - can sometimes erode one's \"credibility\". <\/span><\/span><\/p>\n

Potential buyers start thinking you need them more<\/strong> than they need you. Then insisting on your best fees\/prices becomes difficult! <\/span><\/span><\/p>\n

That's why it's wiser to make THEM<\/strong><\/em> chase YOU<\/strong><\/em> instead. This issue of my newsletter describes a subtle strategy you can adopt.<\/span><\/span><\/p>\n

SCROLL DOWN TO READ FULL ISSUE<\/h3>\n\n\n\n
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Publication:<\/strong>\u00a0Tayo Solagbade's Weekly Public Speaking IDEAS Page (PSIP)<\/strong> Newsletter<\/span><\/p>\n

Date:<\/strong>\u00a0<\/strong>Monday 2nd August 2013<\/span><\/p>\n

No:<\/strong>105<\/p>\n

Title: <\/strong>Chasing Clients Will Cost You Profits (A True Story)<\/p>\n

Author & Publisher:<\/strong>\u00a0Tayo K. Solagbade [Tel: <\/strong>+234-803-302-1263 (in Nigeria)<\/strong> or +229-66-122-136 (in Benin Republic)<\/strong> ]<\/p>\n

Blog URL:<\/strong>\u00a0http:\/\/www.spontaneousdevelopment.com\/blog<\/a><\/p>\n

Archive (For E-mail only version started 14th May 2012): <\/strong>Click here to view<\/a><\/p>\n

Archive (For Blog version started 24th September 2011):<\/strong> Click here<\/a><\/p>\n

Hi,<\/span><\/p>\n

Please find below the latest issue of my Speaking IDEAS newsletter.<\/p>\n\n\n\n
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\"On<\/a><\/h2>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

\u00a0<\/p>\n

No. 105: Chasing Clients Will Cost You Profits <\/span><\/strong><\/span><\/span>(A True Story)<\/h2>\n

**** ****<\/strong><\/em>******<\/strong><\/em><\/p>\n

NB: <\/strong>If you ever find yourself wondering what else I've written, some days after you've read THIS Speaking Ideas newsletter I send out on a Monday, here's what you can do to find out:<\/strong> Point your browser to www.spontaneousdevelopment.com\/sdnuggets<\/a> to read at least ONE new post added to my SD Nuggets blog<\/strong> on a different category from Tuesday till Saturday (sometimes even Sundays) in line with this publishing schedule<\/a> \ud83d\ude42<\/em><\/p>\n

****<\/strong>******<\/strong><\/p>\n

I returned from Nigeria (where events described in this write-up took place) 14 hours ago. <\/em>Sales leads \u201cfollow up\u201d - when \"over done\" - can sometimes erode one's \"credibility\". Potential buyers start thinking you need them more<\/strong> than they need you. Then insisting on your best fees\/prices becomes difficult! That's why it's wiser to make THEM<\/strong><\/em> chase YOU<\/strong><\/em> instead. This issue of my newsletter describes a subtle strategy you can adopt. <\/span><\/span><\/p>\n

Use \"Power Positioning\" to Make Prospective Buyers Chase<\/strong> YOU<\/h3>\n

Business owners who achieve more marketing success rarely chase prospects or clients around. Usually, they get called by prospective and existing clients. Their established reputations and brands makes those who want the solutions they offer, seek them out.<\/p>\n

Anyone can achieve this level of marketing competence, but s\/he must be ready to develop and nurture it over time. It does NOT happen overnight.<\/p>\n

What you need is to carefully articulate the products and services you offer, and actively promote it to the right target audience. You will do this persistently, being sure to constantly specify what sets you apart (makes your solutions superior) to any others your audience may encounter.<\/p>\n

You will use an intelligent mix of promotional strategies to achieve this outcome over time. <\/strong><\/p>\n

As Michel Fortin (whose Ten Commandments of Power Positioning FREE ebook I read, and incorporated into my Web Marketing System)<\/a> says, Power Positioning enables you achieve Top of Mind Awareness<\/strong>.<\/p>\n

In other words, people who need what you offer, will believe only you can help them. And will often be very unwilling to look elsewhere!<\/strong><\/p>\n

The obvious benefit to you is that selling to them then simply becomes a simple, stress-free process. <\/em><\/p>\n

You\u2019re UN-likely<\/strong> to find yourself debating your fees or prices with such persons. More often than not, their conviction is so great they\u2019ll pay whatever you ask them to pay. In fact, they\u2019ll simply say \u201csend me the payment details, and I\u2019ll send the money now.\u201d<\/p>\n

I\u2019ve Had This Experience More Times Than I Can Count<\/strong><\/h3>\n

And today, the frequency of occurrence increases. Before the one below, just last Friday, I got a web form request titled \u201cPoultry layers feed formulation<\/strong>\u201d from a Ugandan working in Tunisia as a Caterer, regarding my Feed Formulation Handbook. It read as follows:<\/p>\n

\u201cDear Sir\/madam,<\/em><\/p>\n

I\u2019m a Ugandan working in Tunisia and running a poultry farm in Uganda, and I wish to get your feed formulation to improve my poultry.\u201d<\/em><\/p><\/blockquote>\n

While I was still reading the message this person sent from my website, I got a Facebook friend request from him on my Blackberry!<\/strong><\/p>\n

See how this works?<\/p>\n

REMEMBER: Selling is a process \u2013 and a key part of it is \u201cpre-qualified leads generation\u201d. <\/strong><\/h3>\n

Not every enquirer will buy at first contact. So make them \u201cconnect\u201d with you (e.g. via giving you their email addresses, names, phone number and making friends with you on social media) for starters.<\/p>\n

Then over time, continuously expose them to your marketing information, until they move to \u201cbuy-mode\u201d.<\/p>\n

In a past article I explained how a prospect (named Dipo) stayed on my mailing list for over 3 years, before eventually buying my handbook and software that he\u2019d originally telephone me about. <\/em><\/p>\n

Today, we communicate like friends via email and phone, but have still NEVER met face to face, in the flesh!<\/strong><\/em><\/p>\n

A Recent True Story That Illustrates The Benefits of Using Power Positioning<\/h3>\n

One morning, about a year ago, when I was still based in Lagos, Nigeria, a gentleman - Uche - called my mobile line to enquire about my Livestock Feed Formulation Handbook<\/a>. I\u2019d noticed two missed calls from him very late the night before (around 11.30p.m).<\/p>\n

We spoke for about 15 minutes. He had seen the video demonstration of (what is now the old version of) my Ration Formulation Software, and also read the article about the handbook I sold with it.<\/p>\n

Among other things\u2019 he wanted to know what animals he could compound rations for using the handbook\u2019s illustrated Pearson Square Computation method.<\/p>\n

As I gave answers to his questions, he would \u201cgrunt\u201d at intervals and say \u201cHmm\u2026okay\u2026<\/em><\/strong>\u201d \u2013 then ask another.<\/p>\n

Eventually, he told me he would get back to me. I encouraged him to take his time. And he did (or so I thought) \u2013 because I never heard from him again.<\/strong><\/p>\n

I relocated to Benin Republic on April 1st 2013<\/a>. Since then I\u2019ve only visited Nigeria once i.e. between 3rd and 10th of August. While there, I was unable to use my Nigeria mobile line which Uche had called. My provider had disabled the line based on \u201cinactivity\u201d.<\/p>\n

So I used my wife\u2019s phone line, till I managed to reactivate mine. But that did not happen until the Monday morning I was to return to Benin Republic \ud83d\ude42<\/p>\n

Unknown to Me, Uche Had Been Trying to Reach Me for Months!<\/strong><\/h3>\n

I just returned from my second trip to Nigeria yester night (Sunday 1st September 2013) night, around 10pm, from a visit to a client\u2019s farm in Ekiti state<\/a>.<\/p>\n

He had his driver transport me down there on Friday night, and his farm manager put me up in the farm house. We spent the major part of Saturday going around the farm, as I asked questions to get details I needed to build a custom Excel-VB driven Farm Management application<\/a> for him.<\/p>\n

That first night we arrived, I\u2019d discussed with the farm manager until about 1.00a.m in the morning. Just as I was about to go to sleep, I noticed 4 missed calls \u2013 and one SMS - on my (now functional) mobile phone line.<\/p>\n

They were all from Uche! <\/strong>His text message simply read:<\/p>\n

\u201cGood morning Mr. Tayo, please send me your email address.\u201d<\/em><\/strong><\/p><\/blockquote>\n

There was no name, but I knew it was him, because I ALWAYS \u201ctag\u201d my prospective buyers (by saving their phone numbers\/other contact details with special acronyms).<\/p>\n

I\u2019ve profited greatly doing this with every prospective buyer who actually gets to the point of discussing PRICE with me. It enables me recall what stage we\u2019ve reached in our sales discussions when next we have to speak.<\/p>\n

Each specific acronyms indicates what \"sales\" stage each person is at.<\/strong><\/p>\n

In Uche\u2019s case, the acronym I saw his number saved under instantly reminded me of our long question and answer session.<\/p>\n

So, when I saw his message, I was almost 95% sure I knew why he\u2019d made contact. I was also not surprised that his call\/message came around the time of my return to the country.<\/strong><\/p>\n

NB: <\/em><\/strong>You may wonder how he knew to call just as I arrived in the country. I\u2019ve written about \u201cstrange coincidences\u201d that happen, when people practice the science of getting rich diligently. Read my most recent article on that amazing principle here.<\/em><\/p>\n

\u201cI\u2019ve been calling your number for so long!\u201d He Exclaimed<\/strong><\/h3>\n

I was too busy to get back to Uche due to the tasks I had to do for my visit. So it was only on Sunday morning, that I called him on phone.<\/p>\n

He immediately exclaimed \u201cI\u2019ve been calling your number for so long and never got through!\u201d<\/p>\n

TIP:<\/em><\/strong> Think about the fixed determination he must have had, to keep trying \u2013 over months \u2013 to reach me. That\u2019s the impact of Power Positioning. It makes them sure YOU have the solution they need.<\/em><\/h3>\n

In Uche\u2019s case, by the time we spoke, he simply said \u201cI need your feed formulation software and handbook urgently. Send me your account number and email address. I want to make the payment first thing tomorrow morning.<\/em>\u201d<\/p>\n

I told him I would, and then went out to the farm to take photos and other notes on the farm prior to our departure. Due to some delays, it was only about 2p.m that we eventually began our return journey to Benin Republic.<\/p>\n

Uche called me at 3p.m to say he was still waiting for my text message. I explained that the needed information was on my blackberry line which would not be active until I returned to Cotonou. <\/strong><\/p>\n

I eventually sent him the details just after midnight. And just this morning, I replied to the Ugandan as well.<\/p>\n

Now, I've left it to them to make the next move.<\/em><\/p>\n

Update (12.07p.m): <\/span>Uche just called me from Nigeria, as I was proof-reading this article, to say he's about to make payment. He made a special support request, which I've agreed to provide. Isn't this a wonderful way to sell? I think it is! <\/span><\/p>\n

Final Words: Power Positioning Will Make More Buyers Choose You Over Competitors<\/span><\/strong> - Like THIS EXPERT<\/a>!<\/h3>\n

About 10 days ago, a Saudi Arabia based Nigerian (while visiting Nigeria) requested payment details, after watching the video of my upgraded Ration Formulator software<\/a>.<\/p>\n

He then made the N20, 500 (about $136 US dollars) payment via bank transfer within 24 hours. <\/em><\/p>\n

48 hours later, I\u2019d sent him the \u201cFeed Formulation Handbook PDF, along with the Ration Formulator Software Excel-VB workbook. This was in addition to the promised \u201cFREE\u201d copy of my 30 page PDF annotated pictorial introduction to livestock feed formulation ingredients<\/a>.<\/p>\n

We\u2019ve only spoken once since then, and he\u2019s promised to let me know if he has any issue making use of it for his feed mill based in his home state. <\/em><\/p>\n

In all our interactions, I never had to chase any of them with emails or phone calls to take the next step (At the most, I could get in touch to ask \"Did you get the xyz detail I sent at your request?\"...but no more than that). <\/strong><\/p>\n

They all simply acted based on their own convictions - derived from exposure to my Power Positioning.<\/p>\n

You, as an expert who also speaks to earn income, can attract more profitable clients by reading (and adhering to) the Ten Commandments of Power Positioning<\/a>.<\/p>\n

THIS EXPERT has used Power Positioning to make himself a foremost provider of Speaker Mentoring products and services, over 3 decades (Learn more)! <\/a><\/span><\/h3>\n

Need More Details of How to Make The Above Ideas Work for YOU?<\/h3>\n

If you need more specific details of how to make use of the ideas I've shared in this newsletter, <\/strong>send me a message using this request form<\/a> - with \"Re: Chasing Clients Will Cost You Profits<\/strong>\" in the subject line.<\/p>\n\n\n\n
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SD Nuggets Blog<\/strong>\u2122<\/p>\n<\/td>\n

New posts from last week that may interest you! * <\/span><\/td>\n<\/tr>\n
Public Speaking<\/strong><\/span><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

[Monday]<\/span>:<\/p>\n<\/div>\n<\/td>\n

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No. 104: Your Audience Needs Truth \u2013 Not Flattery<\/a><\/div>\n<\/td>\n<\/tr>\n
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Entrepreneurship [Tuesday]<\/span>:<\/strong><\/p>\n<\/td>\n

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Many Great People Were Laughed At Before Succeeding<\/a><\/div>\n<\/td>\n<\/tr>\n
Self-Development [Wednesday<\/span>]: <\/strong><\/span><\/td>\n\n
SMutual Benefit Proposition for Sponsorship (Low Cost Microbrewery Drinks Production from Peels of Pineapple & Other Fruits)<\/a><\/div>\n<\/td>\n<\/tr>\n
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Career Development [Thursday<\/span>]:<\/strong><\/p>\n<\/td>\n

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When Off Duty, Stay Off Duty?<\/a><\/div>\n<\/td>\n<\/tr>\n
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Writing\/Blogging [Friday<\/span>]: <\/strong> - normally published Saturdays, but I put it online a day earlier, before leaving for Nigeria.<\/em><\/p>\n<\/td>\n

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Writing In Different Genres Succeeds (If You\u2019re Made for It)<\/a><\/div>\n<\/td>\n<\/tr>\n
Parenting [Friday<\/span>]: <\/strong><\/span><\/td>\n\n
Creative Writing Boosts Kids\u2019 Learning<\/a><\/div>\n<\/td>\n<\/tr>\n
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Want me to write for you?<\/strong> Click here... <\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

\"Click<\/a><\/p>\n

Have a lovely week!<\/p>\n

\"\"<\/a><\/p>\n

Tayo K. Solagbade*<\/span><\/span><\/p>\n

Self-Development\/Performance Improvement Specialist<\/strong><\/p>\n

*Sole Agent For\u00a0<\/em>Burt Dubin's Speaker Mentoring Service<\/span><\/a><\/em> In Africa<\/em><\/span><\/p>\n

Mobile:<\/strong> +234-803-302-1263 (in Nigeria<\/strong>) or +229-66-122-136 (in Benin Republic<\/strong>)<\/p>\n

http:\/\/www.spontaneousdevelopment.com<\/span><\/a><\/p>\n

Self-Development\/Performance Enhancement Specialist<\/strong> - Tayo Solagbade<\/strong><\/a> - works as a multipreneurial freelance writer providing \u00a0zero risk<\/strong>\u00a0article and report writing support for website owners<\/a>, while travelling slowly across West Africa as a Location Independent Entrepreneur<\/a>.<\/p>\n

He's presently based in Benin Republic<\/a>, where he's preparing an English-French Language Guide, City Travel Guides, and a Commercial Rabbit Farming Guide.<\/p>\n

In a previous life<\/strong>, before leaving to become self-employed, Tayo served for seven years as a high performing manager in Guinness Nigeria<\/a>. He rose from Shift Brewer, to Training & Technical Development Manager, then later acted in senior management roles as Production Manager and Technical Manager.<\/p>\n

When he\u2019s not amazing clients with his superhuman skills (wink), Tayo works as the creative force behind his\u00a0Self-Development Nuggets\u2122 blog<\/a><\/strong>, and\u00a0Public Speaking IDEAS newsletter<\/a>\u00a0(which he publishes to promote Burt Dubin's Public Speaking Mentoring service<\/a> to experts working across the African continent).<\/p>\n

For a limited time, Tayo is available to speak to your group or organization for a moderate fee. Send e-mail to tayo at tksola dot com<\/strong>. You can also visit www.tksola.com<\/a> to learn more.<\/p>\n

Connect with him on Twitter @tksola.com<\/a> and Facebook<\/a>.<\/span><\/p>\n

==================<\/p>\n

Have you been undecided about whether or not to become a paid speaker? <\/span>Or have you been trying to get your speaking career off the ground with little success?<\/span> <\/strong><\/h3>\n

Here\u2019s a tip: <\/strong>Burt Dubin<\/a> works with people who want to be speakers, and with speakers who want to be masters. Click here<\/a> to visit his website NOW and submit a contact form message telling him what challenges you\u2019re facing, and how you\u2019d like him to help you. Tell him I sent you, and you\u2019ll get a pleasant surprise offer from him<\/em>.<\/p>\n

Comments?<\/strong><\/h3>\n

What do you think of the above message? Do you have any personal experience to share on this subject? Are there some other points you feel can be added, to help persons looking for answers? Please share your thoughts!<\/strong><\/p>\n

Share this issue! <\/strong><\/h3>\n

Do you know anyone who might benefit from reading this newsletter issue? Why not hit the forward button now, and send it to him\/her with a short recommendation. You can also use share it via your social media channels. Thanks in advance.<\/p>\n

\"View<\/span><\/a>\"Connect<\/a>\"Connect<\/a>\"Connect<\/a><\/span><\/span><\/p>\n

What fears or doubts are keeping you from (a) <\/span>taking up Burt Dubin's monthly speaker mentoring, or (b) <\/span>buying his products?<\/h3>\n

You can choose to purchase Burt's mentoring at any of the three (3) levels listed below:<\/h3>\n

1.<\/strong> Top Shelf <\/strong>[Click here<\/a>] | <\/strong> 2.<\/strong> Mid Range<\/strong> [Click here<\/a>] | <\/strong> 3. Budget Delight<\/strong> [Click here<\/a>]<\/h3>\n

Burt's three mentoring packages can be likened to the seating options offered by airlines: Budget Delight (Economy); Mid Range (Business); and Top Shelf (First Class).<\/p>\n

At least that's how I like to think of them!<\/em><\/p>\n

All three will get you to your desired destination of \"speaking success-ville\" <\/strong>- so long as you meet the requirements\/play your part well (your fare, abide by the set guidelines etc). During the \"flight\", the seat you have will determine how much personal service attention and preference the provider will accord you. It's that simple \ud83d\ude42<\/p>\n

So, make your choice:1.<\/strong> Top Shelf <\/strong>[Click here<\/a>] | <\/strong> 2.<\/strong> Mid Range<\/strong> [Click here<\/a>] | <\/strong> 3. Budget Delight<\/strong> [Click here<\/a>]<\/p>\n

Send me an e-mail with your questions via\u00a0tayo at tksola dot com<\/strong>. In the meantime, why not get started by subscribing\u00a0here<\/a>\u00a0to get his\u00a07-Part\u00a0Course (How To Succeed And Get Paid As A Professional Speaker)\u00a0.\u00a0\u00a0.\u00a0.\u00a0<\/strong>and\u00a0receive\u00a0his\u00a0monthly newsletter (Speaking Biz Strategies Letter)<\/strong>\u00a0at no cost.<\/p>\n

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\"Get<\/a><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n

For over 25 years,\u00a0Burt Dubin<\/a>\u00a0has provided a variety of speaker mentoring products and services to clients worldwide.<\/span>Download this flyer as PDF: <\/span><\/strong><\/span><\/p>\n

http:\/\/www.spontaneousdevelopment.com\/uploads\/burt_new_flyer.pdf<\/span><\/strong><\/a><\/span><\/p>\n

\"Burt<\/span><\/a><\/p>\n