Keep Your D100 Clients Forever: 88 Questions to Build Bulletproof Client Relationships

Keep Your D100 Clients Forever: 88 Questions to Build Bulletproof Client Relationships

Your customers are your company’s greatest assets. This alone explains why your relationship with them is more important and crucial than you think. Simply advertising what you can offer won’t always work. Now more than ever, they want someone credible enough to attend to their needs.

81% of consumers said that trust is an important factor in their buying decision. However, most businesses forget this. It becomes their last priority, probably the reason why only 34% of consumers say they trust most of the brands they use. 

For instance, we use the term “Dream 100” here in Chet Holmes International to refer to a company’s greatest sphere of influence. They are the clients that buy the most from you the most often, your “better buyers.” Therefore you should build a specific campaign to prioritize converting them. 

Want to know more about the D100 Best Buyer? JOIN our Facebook Live streams happening every day from Feb 19th (TODAY) through March 1st! Amanda Holmes will be on with special guests talking about everything D100 Best Buyer so you can win your biggest clients and double your sales over the next 12 months!

Here’s a tip: if you want to keep your Dream 100 clients forever, you must build a bulletproof relationship with them! To help you get started, we compiled 88 questions that you can use in your dialogues to build a bond that is so strong no competitor could ever break it! 

 

NOTE: Have you signed up to be part of the exclusive invite list for our new D100 Best Buyer course coming soon? Get your special discount if you enter here.

Trust isn’t something you gain overnight, it’s something you nurture. And not all salespeople are good at this. The superstar salespeople naturally build rapport, they spend the majority of their time gaining the trust of their prospect so when it comes time to win their business it is WAY easier. Use these questions in your scripts training your team to build rapport, put them into your Linkedin messages, ask your Facebook followings. When you’re out to dinner or over Zoom, try to find ways to insert these questions everywhere and listen for what they say. You’ll be amazed at the results.

For starters, keep in mind that your clients are also human beings. They aren’t just numbers for increasing revenues. They will always have concerns, they need something, and they expect you to help them. 

How you create healthy client relationships depends on the person involved. We all have our own interests, likes, dislikes, preferences, and personalities. Our clients are no different. So the best way to get through them is through active listening and understanding.

These questions aren’t only for rapport building. It’s your way of empathizing with them. Doing so enables you to personalize their experience, know what they truly need, understand where they are coming from and what they are expecting from you. 

From your clients’ perspective, these questions will make them feel prioritized. Seldom do they have the chance to be heard. There are only a few companies out there taking the time to personally know their prospects! This can be your powerful edge against your competitor!

Building rapport with your clients is easier once you get to know them as an individual and as a person, not only as an executive or a CEO. Let them feel that they are valued, reassure them, make them comfortable, and show your sincerity through words and actions. Start establishing trust!

Before you go, make sure you sign up for early registration on a course that outlines one of the easiest strategies to exponentially increase your business here

The Story of the Dream 100

The Story of the Dream 100

Chet & Charlie

Grasp the power of this concept:

Compared to all potential buyers, there is always a much smaller number of ideal buyers. 

So ideal buyers are cheaper to market to and yet bring much greater rewards.

Can you really double sales in 12 months?

Let’s say it took just a little longer, would you complain?

What if it was only 80%?

Would you be upset?

The Dream 100 is the fastest, least expensive method for doubling sales. This one strategy has doubled the sales of more companies than any other.

The idea was pioneered by Chet Holmes, author of The Ultimate Sales Machine, which is voted one of the top 10 most recommended sales and marketing books of all time.

The Dream 100 was invented when Chet worked for billionaire Charlie Munger, one of the most celebrated investors today. Charlie trusted Chet to take his small newspaper at the time and put it on the map. They went from 19th in the industry to number one over night. This is how he did it.

Chet was given a database of 2200 advertisers. His job was to make hundreds of cold calls every single day and try to win their business. With some analysis he found that 95% of the market was purchased by only 167 companies.

That’s just 8% of the target market buying 95% of the advertising.

You’ve probably heard this concept referred to as  the 80/20 principle, or Pareto’s Principle. While the actual percentages vary considerably depending on the industry, the principle is the simple:

A very small number of inputs are responsible for the vast majority of outputs. 

Chet sent 167 of the “best buyers” lumpy mail every two weeks and followed by a call twice a month. Since these were already the biggest buyers, the first four months of intensive marketing and selling brought no actual reward.

In the fifth month, Chet Holmes closed his first deal. Xerox. It was the biggest deal that industry had ever seen, a 15 page full color spread. For the next five months he closed 28 more of his Dream 100 and history was born.  

Within only 12 to 15 months of implementing his unique methodologies, Chet managed to double the sales volume of nine divisions he was running for Munger. Continuing this Dream 100 strategy in several divisions had again doubled the sales for many years consecutively. Here’s Chet himself explaining the conversation he had with Charlie Munger after having this unprecedented success. 

Charlie Munger is now a billionaire businessman, pragmatic investor, and philanthropist who has given millions to different universities. According to Forbes, he has an estimated net worth of $1.9 Billion. Charlie Munger is perhaps best known as the co-chair of one of the world’s greatest compound interest machines: Berkshire Hathaway, Inc. He is considered the right-hand man of billionaire Warren Buffett, an investing legend and the chairman and CEO of Berkshire Hathaway.

As of January this year, Berkshire Hathaway has grown to be the eighth largest public company by revenue in the world due to its long, impressive history of operating success and strategic investments.

A NEW and improved Dream 100 course is coming soon! Enter your email to be the first notified and invited to the exclusive pre-launch at an Early bird special discount!

After Chet’s big break working for Charlie, he had an impressive track record in the Fortune 500 – he worked with over 60 of them breaking sales records everywhere he went. He designed more than 500 advertising campaigns and hundreds of sales systems in hundreds of different industries and earned fees that exceeded $1 million from a single client.

Interestingly, as a karate master (Chet studied and taught karate for 23 years), Chet used to say:

“Becoming a master is not about doing 4000 different things, it’s about doing 12 things, 4000 times each.” 

So… Who are your Dream 100?

If you sell B2C chances are your best buyers live in the best neighborhoods. IF you are  a dentist, accountant, chiropractor, real estate broker, financial advisor, restaurant or even a multi-level marketer… 

Consistently go after the folks who live in the best neighborhoods.

They are the wealthiest buyers who have the money and the greatest sphere of influence. If you send them an offer every single month without fail, within a year, you’ll have a great reputation among the very wealthy.

If you sell B2B it’s usually fairly clear that your best buyers are the biggest companies.

So what are you doing, one hour a week, no matter what, to let these companies know who you are?

There’s no one you can’t get to as long as you consistently market to them, especially after they say they’re not interested.

People will not only begin to respect your perseverance, they will actually begin to feel obligated. This doesn’t happen right away, but even the most hard-bitten and cynical executive or prospect begins to respect you when you just will not give up. 

Who are your DREAM prospects? And how committed are you to getting them as clients?

A NEW and improved Dream 100 course is coming soon! Enter your email to be the first notified and invited to the exclusive pre-launch at an Early bird special discount!

The Art of Attracting New Buyers

The Art of Attracting New Buyers

Over the decades that I knew Chet Holmes, he taught me quite a bit. A good deal of what was imparted wasabout becoming an ultimate strategist. As Chet always said, “the strategist will slaughter the tactician every time.”

Strategic planning is working smarter.

 Tactics -are ads, sales calls, brochures, direct mail, linkedin messages, etc

 Strategy -is the long range goal, the overall impact you make to your prospects and clients.

Questions companies should have answers to (but most don’t):

  • What is the ultimate accomplishment, or ultimate position you want in the mind of your clients?
  • How do your tactical efforts support and help you accomplish that position?

A great exercise to prove this point is something Chet called the Stadium Pitch. Imagine you could present in a massive stadium to every potential client you have. Today this could be the title of your Facebook Live to all your followers, it could be the name of a Clubhouse room, the title of a webinar. What would it be?

  • What would you want to accomplish?
  • What would be your strategic objective?
  • A great stadium pitch will drive buyers up the pyramid.

 

Behold  “The Buyers Pyramid” one of the biggest eye-openers in this is the miniscule percentage of people, at any given time, who are actively in the market to buy a product or service like yours.

Whether you saw or heard Chet speak, or read the top-selling book, “The Ultimate Sales Machine” I wonder if you remember the answer (or fully appreciate its significance). This is important as it has huge implications regarding your potential for greater success.

The Chet Holmes® Method breaks down the entire audience of buyers in any market into 5 key categories:

  1. Percent who are interested in buying “right now”
  2. Percent who are “open to consider such a purchase”
  3. The amount who are NOT thinking about it at this time
  4. Those who don’t “believe” they are interested (based on the info they have at hand)
  5. Those who are definitely NOT interested

 You see, Chet polled audiences by the thousands during his live events. He asked for a show of hands if people where “in the market” for such things as tires, cars, home remodeling, carpeting, technology, etc. What he found was, across the boards, only 3% of any market is in the “buying mode” now. 

 *Download chapter 4 of “The Ultimate Sales Machine” now on ‘Becoming a Brilliant Strategist‘ to learn more on this. 

 So, how and why is that relevant to you?

 Well, if you read the news on a Friday you will see may ads for automobile tire suppliers. They are directed at that 3% (but they do nothing to move those other potential buyers closer to choosing them when the time is right…which could be very soon). You never know when someone’s Maximum Motivation Date to buy may occur.

 The goal here is to move any outliers into a place of choosing your solution sooner and to be sure that whenever the time comes, they think of your company first. To do this your message has to be powerful and it has to be education-based to resonate.

 The lesson here is to teach your “prospects” what they need to know to make a smart buying decision and position your solution as the “obvious choice”. Wouldn’t you like to be considered the number one authority in your market? You need an education that proves this.

 One of the key ways to do this is to offer “insights” and “education” to help people make a better buying decision when the time comes (and to move them through the sales funnel rapidly).

 Let’s keep with tires as an example, mostly because it’s easy to see how a small shift has huge benefits.

 The typical tire ad has the company name at the top and some sort of “SALE” predominantly placed. They are often ineffectively competing on price for their share of that 3% of people who are buying now.

 Consider, instead, having the ad began with the headline:

Warning: Do Not Even Consider Buying New Tires Before Reading Our Free Report

 “What You Don’t Know About Buying Tires Can Cost You Money and Threaten the Safety of Your Family”.

 Many more people would be compelled to read your ad. If you then present “public service announcement-like” information you will stand out from the crowd in a huge way.

 Also, that report would include information that gets people to consider getting new tires even before they believe they need to (because you’ve educated them to the fact that even when not fully worn, their tires may no longer be safe or may be costing them fuel efficiency).

 You can move those people from ‘not buying right now’, or ‘not even thinking about it’, to becoming your client/customer more surely and more imminently. You just need to actively and skillfully create your Ultimate Sales Machine through a formalized tried and true system.

 To talk to someone about creating your own educational approach you can schedule a no-obligation consultation here.