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They don't do business with people who are nasty and rude. Take thorough notes about the lives of your clients. Make a note not only their birthdays and special occasions but the birthdays and special occasions of their spouses, children, parents, and pets (yes卼heir pets) and make sure to contact them on these days of celebration. Start out each conversation with the question "How is your son/wife/partner/mother? " or "Tell me about your week-end. What did you do that was great for you? " A key question to constantly ask yourself is "How can I make my customers happy? " The answer: Be real. Be human. Be connected. Be curious. Be genuinely interested. It works! (3)Use Assessments to Create an Emotional Bond. Assessments have been used for years as a tool for developing people in organizations. By understanding behavior differences, organizations can align employee's values and motivations with the company's mission. This same approach can be used with your clients and customers. With a tool such as Assessment Generator, you can create custom assessments which can create an emotional connection with your buyers while looking closely at how your customers motivations align with your mission. As an example, if you are a Certified Financial Planner, you could build an assessment by the title of "Assess Your Family Wealth, " or you are a Skin Care Consultant, and you build a "How Young is Your Skin? " assessment. Both titles create an emotional pull of family wealth and the subject of aging. Once the assessments have been completed, look for trends in responses. Are most baby-boomers concerned about the future financial wealth (or health) of their families? If so, provide a program or package on solving this dilemma. Are most women concerned about sun damage? Provide a month spa package which includes instruction and articles on the proper use of sunscreen and how to avoid over exposure to the sun. (4)Provide a "Free Gifts" Offering Upon Purchase. This is one of the oldest yet most successful marketing techniques in the history of the world of business. People LOVE free stuff! Customers usually will flock to your business if they know they will receive a gift, an offering, or something extra. The trick here is to add ongoing value to the lives of others. The majority of the time, people will place value on something financial, emotional, or functional. Over ten years ago, an insurance company sent me a jar opener as a "free gift, " which I did not think was valuable, but it has saved me a great deal of time and energy in the kitchen. I have used it for ten years, and if someone takes my jar opener, I have a tendency to get "testy. " I have come to rely on the jar opener in my every day chores in the kitchen, and I still remember to this day who gave it to me匱he Insurance Company. An example of a special report might be "The 10 Habits that Can Kill Your Chances of Losing Weight. 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By sharing your network with your clients, you offer them a chance for their business to grow exponentially, which is a huge value added proposition. (9)Send Your Clients Referrals. What would your business be like if your customers were your walking billboards, driving hundreds of customers your way every day? Sounds great, right? You bet it does! One of the best ways to achieve this goal is to first send your clients business. That's right卻end them business first! It is probably the best value added service possible, and it models the process of sending referrals. In order to get referrals, you must first be willing to give. It's that simple. 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For more information on the Marathon Marketing Course, visit: The 90 Day Marketing Marathon. Bea Fields is an Executive Coach and the President of Five Star Leader Coaching and Training. Along with Mitch Meyerson, Founder of Guerrilla Marketing Coach, she is the co-leader of the Guerrilla Marketing Coach Certification program.

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