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WRITTEN EXERCISE:
Develop a list that starts to identify what your clients are actually buying when they are buying your services.
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
specific and quantifiable benefits?) 1. __________________________________________________________ 2. __________________________________________________________ 3. __________________________________________________________
Now, every time you communicate in person, through writing, on
internet, in advertisements, on
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
invest-able opportunities you offer.
Stayed tuned for Key #2

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.