A few months back, I did a podcast on the trials and tribulations of becoming a “Pigeonholed Vendor”.
We become “pigeonholed” whenever a client labels us the person they go to for one thing but meanwhile we offer many other things they are buying from someone else.
The reasons for this can vary but more often than not, it’s a simple awareness thing.
This can present a bit of a challenge for us because we don’t want to go over the top with the “Did you know we also offer ______” stuff.
So what the heck do you do?
There are many things I do to keep the various things I offer front and center with my clients.
Today, I want to focus on just one!
Painfully simple “Uncle Paul” thought process coming at cha in 3,2,1 . . .
First, I made up a single sheet with 10 things I offer.
Note: I didn’t want the sheet to contain lots of words or narrative of any kind.
Why? Because people are far too busy to read that stuff!
Next, I wasn’t digging the whole “10 Things I Do For My Clients” or “10 Ways I Can Work With You” thing . . .
So I decided to have some fun and do something that underscored the “Castain” brand . . .
while speaking to something my clients need . . .
They need help with their aspirations of becoming rock stars in their own right.
So, I changed the title and went with . . .
“10 Ways I Rock With My Clients”
I sent it off to my designers and let them work their magic.
Here’s what they came up with . . .
It’s fun, its informative and its brief enough to get read.
It’s also a versatile piece . . .
I can send this to my clients in an email.
I can include it as a page in my proposals.
I can upload it onto my Linkedin profile via the boxnet app.
I can send it off via snail mail with an intro letter or with a handwritten post it note.
Do I think this crazy little PDF will change the world?
Hell no . . . but I do believe it will help me in my efforts to educate while reinforcing my brand!
So today you have some homework.
Give some thought to how you will keep your clients (and potential clients) informed of all the cool things you do because . .
For us to think that they have us and all those things we do on the brain is wishful thinking at best!
Here’s a full sized version of 10 Ways I Rock With My Clients
Paul…love the simplicity of it…
this is a strategy I have always used (sometimes in place of an order)..
it works as 2 step process
I ask the buyer or prospect to CIRCLE the category where I could be the most help …. then I send them the order with the details for the OK…
I like it John . . . Thanks for sharing that!
Love the poster, Paul! Teeny-bopper girls with aspirations of becoming killer salespeople are going to want to hang it in their bedroom! Sorry, but I gotta ask – is “phone in guest for sales meetings” on there twice?
Hi Uncle Paul,
First of all hello from the UK. I absolutely all love your stuff – very inspirational, informative and actionable. You definitely rock!
Af
Your PDF is great, but am I missing something? …. I can only see 9 ways in which you rock, as number 8 and 10 are the same, unless I am seeing things? That minor point aside, I would definitely use this approach for existing clients as they will already know the quality of my work so simplicity will speak volumes.
Thank you!
Thanks Rebecca!
Paul,
Another sterling post! It’s even more difficult for me because I represent 9 different companies! I do have a line card that does help some…but only if they hang on to it.
I like your thinking Paul! This is just one of the ways you need to stay upper most on your Client’s mind.
Cheers,
Larry
Thanks Larry!
Paul good idea
note–the printout is not the same as the example shown on todays message–Phone-In Guests.. i shown twice on the full size versions
Regards
John
Another great tip Paul. I recently made the mistake of trying not to overload a new contact (who is new to the his role) with too much information. I guess what I was really doing was trying NOT to get a sale.
In my next followup call I got the “Oh I didn’t know you you sold …., I just ordered it from XYZ company” makes my stomach turn still when I think about it.
I love your idea with hitting the key points on a simple yet eye-catching piece that creates awareness. I have some thinking to do!
Adam
Thanks Adam and I know the feeling! 🙂
Thanks John . . . Its all corrected now!
Good catch!
I’ve corrected it!
It seems I accidentally uploaded a version I meant to throw out because of that typo.
Thanks
It was a test to see who was paying attention . . . actually I uploaded the wrong version.
Oops 🙂
Thanks for the heads up Diana!