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Jun 17, 2018

Today Rick and Nancy discuss the need to be selective in who you choose to take on as a client.  How do you cultivate the clients you want?  Identify who your perfect client is.  How big are they?  What do they do?  If you find yourself not closing enough business, have you gotten away from your niche and ended up working with customers who you really shouldn't be working with?  Don't panic, just get back to your niche!  "Think of the deep dive as a vetting process", Rick says.  When it comes to educating your clients, make sure you are setting the expectations clearly and correctly and communicating with them on a regular basis.  If you can become an over-communicator, you will be a superstar in your industry!Spend time with them in the field.  Get to know who their customers are and what their business model is start to finish.  Help them improve in any areas you can.  This is what we call added value that you can't put a price tag on.  Captivate means delivery what you promised.  Make your product or service vital to their day to day business.  Until next week, NAIL THE SALE.