Frequently Asked Questions About The Trust-Based Business Development System

Click any of the frequently asked questions below for an answer.

• What exactly does your program include?
• What is the cost?
• Are the materials printed or electronic?
• What do you mean by “trust” in business and why is it relevant?
• What is unique about your program?
• What is your methodology?
• What is a marketing message and why does it matter?
• Should I advertise my services in the paper and yellow pages?
• I get all of my business from word of mouth. Why do I need this program?
• I am considering sales programs like Sandler. How does your program compare?
• My professional practice is unique. How can I be assured that your program applies?
• Do you offer a guarantee?
• How do I order?
• How can I get in touch with you if I have additional questions?

What exactly does your program include?

In a nutshell, you receive:

• INCLUDED -- The Professional's Essential Business Development Manual. Your Program begins with the definitive guide to building your client roster based on building trust and credibility in your marketplace. Written for professionals by a professional, you receive simple, easy-to-follow instructions and strategies to market your services and attract all the clients you can handle - in a natural and authentic way. Based on a nine-step approach, this comprehensive, 287-page Manual gives you the opportunity to launch an entirely new way of attracting new clients. You will establish yourself as the expert in your market, build a steady stream of referrals, and literally have clients come to you.
• INCLUDED -- Over six hours of audio CDs. The recordings go beyond the content in your written materials. Topics include: choosing a profitable target market, crafting a compelling marketing message; getting visible in low-cost high-impact ways; having business development conversations that are natural and authentic; the keys to a website that attracts clients; the RIGHT way to gain a stream of referrals; how to create clients for life; and developing a workable marketing action plan. These CDs focus on one thing: Giving you great ideas to get new clients fast, and in ways that are authentic and appropriate for you.
• INCLUDED -- A full year of one-on-one support with a leading expert in professional services business development. Your program includes an unprecedented level of support. If you have any questions about business development, email me anytime and I will respond personally within 24 hours. I don't license my program to others, which ensures that you get a response directly from me - not somebody I've trained. I'll even review your business development plan and any planned marketing initiatives. Plus, if you have an opportunity with a potential client, I'll be your sounding board to make sure that you take appropriate action to get hired. As soon as you sign up you receive my personal email address and can contact me anytime, 24/7.
• INCLUDED -- A one-on-one coaching call with me to orient you to the program and get you started. As soon as you sign up, and entirely at your discretion, I will be in touch with you to schedule a 30-minute coaching call. We can focus on any immediate issues you have, and I can point you to the right tools to address your specific goals with the program. There is no other program that provides you with this kind of personalized support, and I guarantee that you will get great value out of our time together. You will get instant insights about reaching your target market, improving your marketing message, and enjoying more impact from your business development efforts.
• INCLUDED -- Four additional resources to increase your revenues and help you attract new clients immediately. These resources are available for a limited time only and include three special reports and one book. The special reports are: “How to Grow a Firm with Lasting Value”; “118 Ideas to Get New Clients Fast”; and “A Guide to ‘Kick Start’ Your Business.” You also receive the 170-page book Guru Millionaire.

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What is the cost?

The cost is $237.50, and you can pay in 5 monthly installments of only $47.50.

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Are the materials printed or electronic?

All of the materials come to your mailbox. The manuals and reports are printed, and you receive a set of 6 CDs.

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What do you mean by “trust” in business and why is it relevant?

Most people do not want to hire a professional, for a variety of reasons. First, people want to solve problems on their own, and don’t like to experience the vulnerability of bringing an outsider in to learn about their personal business. Second, professionals cost lots of money, and people are skeptical about getting burned. Third, many professionals come across as arrogant, which makes people feel inadequate and uncomfortable.

The bottom line is that people only hire a professional when they have a significant need and when they find a professional that they know, view as a credible expert who can provide value compared to their fees, and who they want to work with.

All of these factors combine to create trust in a business relationship. This kind of value-based trust is obviously quite different than the trust we place in our family and friends, and yet it is essential for professional success.

It should be your goal to establish yourself as the trusted, go-to professional in your target market. Your prospects should know about you, understand the value you provide, and call you first when they have a need.

Everything you do – from how you educate people about your services to how you deliver results – should earn and reinforce this kind of trust.

The good news is that, once you understand the psychology of trust, you can develop business in an entirely new way. By educating prospects, building relationships, and getting visible in ways that demonstrate your credibility and value, you can dominate your market. Prospects and clients will come to you, so you don’t have to chase them.

Best of all, business development becomes a natural, even enjoyable activity for you. Work becomes more satisfying, because you are authentic and don’t have to suffer any of the indignity or awkwardness that traditional marketing tactics require.

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What is unique about your program?

First, this system focuses on the educated, sophisticated professional – management consultants, coaches, attorneys, accountants, architects, information technology consultants, financial professionals, and anybody else who sells professional services. Most other programs on the market are for the “masses,” and tend to focus on formulas, gimmicks, and strategies that simply don’t work in the world of professional services (In fact, the tactics in these programs usually turn prospects off and insult their intelligence!).

Second, the system has been tested and refined for over a decade now, with large and small firms in many different industries. It is not theoretical or academic. It provides practical tools and a proven system to get results fast.

Third, you get one-on-one support via email and, if you have an emergency, by phone. It is like having your own business development coach on call for you, 24/7. I will personally review your marketing plan, marketing materials, and serve as a sounding board for your ideas and goals.

Finally, the system is laser-focused on getting you new clients fast. It is packed with tools, action plans and materials that you can put into place immediately for rapid results and revenue gains.

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What is your methodology?

There are ten steps to attracting new clients based on trust, creditability, and value:

1. Understand the psychology of trust and incorporate it into everything you do.
2. Build a solid strategic foundation, including a focus on a profitable target market and an irresistible marketing message.
3. Get visible in low-cost, high-impact ways to become the go-to professional in your market. Your system shows you the most effective ways to get visible and have prospects come to you, including sample marketing materials.
4. Follow up with prospects to develop the relationship over time. There are many simple, low-cost, automated ways to develop relationships with prospects so that they call you first when they have a need. Too many professional make one contact and then give up. This is an ineffective way to develop business because it takes time to develop trust and establish your credibility.
5. Assess fit with a prospect. If you put in place the first four steps, prospects will start coming to you. Now you can have natural conversations to assess fit and determine if it makes sense to invest your time in converting a prospect to a client. To do this, you need to know the right questions to ask.
6. Win the engagement. Some professionals spend too much time and effort – including lengthy proposals – to get hired. This system shows you how to win the engagement efficiently, without wasting time or resources.
7. Deliver and delight. Most professionals believe that they go out of their way to delight clients. My research has shown that clients often disagree. You discover the four areas of an engagement you must get right in order to really delight your clients.
8. Continue to nurture the relationship. The best place to generate new business is with existing, satisfied clients. Too many professionals waste time chasing new clients when they leave money on the table.
9. Develop goals and an action plan, and stick to your plan.
10. Build your firm by putting systems and other forms of “leverage” in place. That way, you can create a company with real value and generate lasting wealth.

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I can’t stand business development. Can you really make it easier?

The system shows you how to get visible without indignity or awkwardness. You can be yourself and generate all the business you can handle.

However, you do have to make business development a priority. You can’t sit back and expect the phone to ring. You need to be proactive and take action.

If you are willing to take action, this system will make it easier – and even enjoyable – for you to get new clients.

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Should I advertise my services in the paper and yellow pages?

In some cases, advertising can be effective. However, there is a right and a wrong way to advertise, and your program shows you the right way.

Also, there are many much less expensive ways to get visible – with greater impact. We show you how to get visible to your target market and establish credibility and trust…without spending a fortune on advertising.

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I get all of my business from word of mouth. Why do I need this program?

Word of mouth is a terrific source of business, but it is passive and unpredictable. Do you really want to rely on the good will of busy strangers to talk about you, especially with everything else they have going on?

This program shows you how to shift from being reactive to proactively generating a stream of referrals. There are specific conversations you need to have with every client and person in your network – at the right time – that immediately generate referrals and put you in control.

At the same time, there are dozens of other tactics that generate business for you, and are natural and simple to put to work for you.

If you only rely on word of mouth, you are leaving money on the table.

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I am considering sales programs like Sandler. How does your program compare?

First, we cost a fraction of the price of programs like Sandler.

Second, we are exclusively for the sophisticated professional. We don’t teach techniques like the “double reverse close” or other formulaic sales strategies that come across as gimmicky and superficial.

Also, in our experience, selling is usually not the problem for most professionals. We show professionals how to get visible in their marketplace without selling, so that you don’t have to chase clients. Prospects come to you, and then you can be yourself and have natural conversations to assess fit. You don’t have to sell ever again!

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My professional practice is unique. How can I be assured that your program
applies?

Satisfied clients include management consultants, attorneys, accountants, financial professionals, real estate professionals, web designers, information technology professionals, insurance brokers, and many others who offer professional services.

The Trust-Based Business Development System isolates the key strategies and tactics that the most successful professionals across a range of industries use to attract new clients. While every professional practice is unique, the principles of attracting clients and building a firm are not as different across professions as you might think.

At the same time, if you come up with a situation or problem that the manuals and CDs don’t address, you can contact me anytime for support. For instance, I will help you develop a marketing message that educates people about your unique value, and that sets you apart in your market.

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Do you offer a guarantee?

I guarantee that if you put the tools in the system to work and contact me from time to time to check in, you will get results. I also guarantee that I will be available to support you when you need it, and respond within 1 business day to any email inquiries.

If you purchase the program, put the tools to work for you, contact me from time to time to check in, and still don’t get results, I will gladly refund your purchase price.

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How do I order?

Click here to be taken to a secure shopping cart.

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How can I get in touch with you if I have additional questions?

Click here for contact information.

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