Two reasons that I can see:

1. Fear that you’ll pick the wrong niche and lose out on clients you could have had.
2. Marketing experts make the process of picking a niche waaaaay more complicated than it actually is.  So even if you’re ready to do it, you probably got stuck.

The first thing all my new coaching clients do is read through my home study course called “How to Systematically and Consistently Attract First-Rate Customers.”  Here, we simply call it “The Manual.”

Will Schatz, a new client, read through the Manual a few days ago.  When we had our first coaching call yesterday, he shared some of what he likes about The Manual and why it’s so different from the other marketing programs out there.

I record coaching calls and Will generously allowed me to share excerpts from our conversation as we talked about overcoming both of these problems.

2 min 37 seconds

Are you stuck when it comes to choosing a niche?  Until you’re focused on a niche, nothing else you do will add up.  You’ll continue to waste and scatter your energy and money instead of focus like a laser.

Around here we strike at the root, while everyone hacks at the leaves.  You can spend $1,000 – $2,000 on a fancy shmancy home study course and still not get what you need to make a decision.  Why?  Because most programs are a collection of good ideas.  They’re filled with fluff to give you the feeling that you’re getting a lot.  But at the end of the day, what’s more valuable  for the discerning entrepreneur – hundreds of pages, audios and DVDs that leave you still unable to make the most basic marketing decision – or a program that simplifies it for you and helps you cross that bridge fast?

If you’re ready to finally get real help with this and then build a consistent flow of clients, go get your copy of “How to Systematically and Consistently Attract First-Rate Customers right now.

Through April 19th, save $50 on the Platinum version

by using this coupon code during checkout:  AprilSave50

Choose the Platinum option on that page and you’ll get my help – free – via my private Oasis Forums.  Simply answer questions from the Manual and post them in the Oasis Forums and I’ll give you feedback.

You’ll no longer fear picking a niche because (1) you’ll finally see how simple it really is and (2) you’ll see how doing so is part of an integrated system.  And when you see how to build that system, you’ll no longer worry about missing out on clients who fall outside your niche.

There’s a 5-Part guarantee.  Go have a look because you have nothing to lose by giving it a try.  If you like my way of teaching, and if you know you should be attracting more clients, this program will be a life changer.

Dov Gordon

His reason:  ”Nothing new. Same old marketing stuff. Nothing original.”

Fair enough, because there are two reasons people study marketing:

1.  It’s entertaining.
2.  It will change your life.

If you’re reading for entertainment, no question about it – others are far more entertaining than I am.

Then there are the readers who don’t just read – they study and they implement.  They are the ones who write me saying “I listened to your [free] teleseminar three times.  Thank you!  You explained this in a way that made it so simple.  No one ever explained it that way before.”

They’re the ones who take step 1, even if they don’t know how they’ll take step 2.

While most people are playing this game not to lose, these folks play to win.

They’re scared like everyone else.  They feel doubt like everyone else.  They’ve experienced disappointment, like everyone else.

BUT, these folks follow the omens.  And the omens say “Continue.  Soon, it will come together.”

They’re not looking for a quick fix, but for a well trodden path.

They know that in this life, nothing worthwhile comes easy.  They’re willing to work hard – with only one condition:  They want to be working hard on things that add up.  On the critical 10% that makes them look brilliant 90% of the time.

A quick look at James’ website and you see he hasn’t implemented the “same old unoriginal” basics. I can only assume that James is looking for entertainment.  Nothing wrong with that.  I’m not here to judge.

But if he was interested in mastery, he might have gotten a copy of How to Systematically and Consistently Attract First-Rate Customers.

He would have begun filling the blanks in the Manual.  He’d be posting his work to my private Oasis Forums for fast feedback and real-world help.  He would be doing things.  And making fast progress.

There’s no cheaper way to get this level of help with your marketing that I know of.

Most of the people around you talk about growing their business, but what they really want is to be entertained.

But a select few actually do the work and they find there’s nothing more entertaining than the rewards of building – brick by small brick.

Dov Gordon

PS – After you read all about it, if you have any questions post a comment below.

You feel like you can actually trust yourself to make things happen in your life.

Like my client Dr. Reuven Rosenberg, who helps people with irritable bowel syndrome.  He shared this in The Oasis, my private clients-only:

I just signed up another client! I have two treatment packages, one at the 3,000 level and one at the 5,000 level. He chose the 5,000 level but got flak from his wife about it once he got home. He asked if he could try the 3,000 level and then add on later to soften it a bit for his wife. I suggested sticking with the 5,000 level and breaking it into 3 payments of 1700 each with a post dated check. This made it easier for him and we got started.

After the first treatment he said he felt better than he can remember in 40 years and was able to “perform” in the bathroom without the use of a laxative. I haven’t even started him on the nutritional aspect of the program.

At first I was afraid to tell clients how much my program costs and would say that I would let them know in a few days. For most I ended up never calling due to embarrassment over letting it go so long. Now I show them the price and some say there’s no way, some gulp and say they need to discuss it and think about, and some say they’re ready to get started. Now I see there is a difference! The ones who want to get started are the ones I want to work with. They have the correct attitude. That’s critical to any interaction. If the client starts out suspicious and full of mind games or makes ridiculous requests then just smile and say thanks for spending the time on the consult with me, but I don’t think I can be of help to you. Sometimes the rejection actually sends them back to you. The key is discerning those who genuinely have sincere questions or concerns. It’s your job to answer those as best you can.

I’ve found that people respond the most to my enthusiasm and my ability to demonstrate that I’m an expert in the area where they need help the most. What I hear most is, “I trust you” right away. It’s very gratifying to be able to help people.

I’ve figured out how to meld Dov’s system with my expertise, knowledge, intuition, and personality. That makes for a powerful combination that gets easier with practice. I know that I have a long way to go as far as conducting a 5r star consult but I feel like a different person as compared to last year. Now I can honestly say I expect the “yes”. Thanks Dov!

As you can see, there’s a process here. And when you learn it and apply it, it’ll change your life.

If you believe you should be able to add $100,000 or more to your income - you just need the right coach or mentor –  click here to apply for a free “Consistent Flow of Customers” strategy session.

-

—
chatbot31: Visitor: is requesting to chat

Reply here to chat with the visitor

Visitor: I would like to know your consulting rate?

me: I don’t have one.
me: What’s your name?

chatbot31: Lynn

me: Hi Lynn. Best if we speak, I can learn what you need and take it from there.

chatbot31: I would like to know a price range please?

me: Sorry, I can’t answer that. If you’re shopping based on price, I’m not the right address for you. If you’re shopping for results, we should talk.
Every situation is different. I don’t throw out numbers before I know what you need. That’s unethical.

chatbot31: As with any of my business deals I like to know dealings I like to know before I consult

me: Not sure what you mean, from “As with…”

chatbot31: we all like to get advise but the bottom line is that if your rate is out of budget….

me: If the results make sense, you find the budget. If they don’t make sense, budget doesn’t matter. If the results make sense and you won’t find the budget, then you really need to ask yourself if what you say you want is truly important. Anyway, step 1 is free.
When step 1 is clear, take it. Even if you don’t know how you’ll take step 2,
That’s good advice for always.

me: Step 1, in case I wasn’t clear, is a short conversation.
Let me know if you want to schedule it.

chatbot31: I hear where you are coming from, but I still would like to know a range, but if that would be difficult for you to discuss, that is OK, I feel I would need to know before I would take any steps with anybody, knowing if I would be able to continue!

me: You’re asking the wrong question. Consider that free consulting.

chatbot31: ok never mind

thanks for your time!

me: have a great day.
And give what i said some honest thought.

chatbot31: Visitor is now viewing http://dovgordon.net/products/ *

me: Just an FYI, we’re in the middle of moving servers and experiencing some hiccups. So some pages aren’t working as they should.

chatbot31: everybody has their own thought processes–as a business owner and yes a consultant myself I try to gear according to my clients and fulfilling their needs and solving their problems but maybe I should be stuck onto what I like not on what suits them!

me: Not sure why you say that.

chatbot31: everybody has a diff way of working, some like to get a feel for price and yes they do spend! but the like to know. I find it interesting that it is something that you feel cannot be discussed, at the end of the day price may not be the thing that will make or break a buying decision, more like the perceived value to consumer but it def. influences them

me: What’s the problem you have that you are looking for help with?

chatbot31: I am looking for additional ways of launching an additional service in a market in which my competitor is a recognized name in delivering the service

me: What’s the problem? What are you concerned will happen? Won’t happen?
What’s the end result you want? How will you know you’ve succeeded?

me: Lynn, I have a call in a few minutes. If you’ve found any of my work to be helpful, then I hope you’ll at least give what I’m about to say some consideration. I’ve been a bit tough in answering your questions because I can see instantly that you’re looking for help, but you’re looking or the wrong thing. I say this not just because you’re asking about price before you know what you’d be buying, but also because of your other question about looking for “additional ways to launch a service…” This is the wrong question.

me: You’ll have no trouble finding a long line of “marketing plumbers” eager to take a few dollars and tell you what to do. I see it every day, and I hope I can at least get you to reflect on what I’m saying and help you avoid that route. My unwillingness to discuss price is not because it’s what I want and it counters what my clients want. Just the opposite…
It’s because i know that you need help – and ifI answer your question, the wrong question, I’ll never have a chance to help you.

So I’d rather help you a little – by letting you know my honest belief about the little you’ve shared – than help you not at all.

If you don’t perceive it as good advice, that’s fine. No hard feelings. But I care. Very much. If you’ve listened to my teleseminars, you know that. It comes through.

I’m not here to help everyone. I’m here to help those who are ready to be challenged. If that’s you, great. If not, I’m sure God has put someone else out there who is a better match for you.

All in all, I’m grateful that you’ve asked and apparently have taken some interest in my work.
if you want to continue this conversation in any way, please send me an email atdovgordon@gmail.com

me: Latest teleseminars are here: http://dovgordon.net/2011-11-seminar1.php
Bye for now.

chatbot31: *Visitor is now viewing http://dovgordon.net/2011-11-seminar1.php
———

So, how would you have handled this? Tell me below. And if you haven’t heard my two recent teleseminars, go get them here. Be sure to look at all the stories sent in by those who already listened.
Dov Gordon

———
Before posting this on the blog, many of you replied via email. Have a look at some of the responses:

Cool email Dov Very interesting read and shows off your approach and expertise well – nice idea!
Keep up the great work, — KH

Thank you, KH.

Honestly, Dov, she’s not worth your time…  Starting with price for anything other than a commodity buy is foolishness… –WT

Yep. The sad thing is that many don’t realize that “consulting” isn’t a commodity.

Great email! kept me reading till the end… did she email you – RK

Thank you. No she didn’t.

Pls see me tomorrow after class. — PR (my colleague down the hall.)

Uh oh.

I would have handled it differently – I would have lost control of the conversation (chat) and made a real mess of it. You, on the other hand, handled it masterfully! — DS

Well, you’re in the Plenty of Customers Group Action Program. You’ll soon be masterful yourself.

Sounds like a competitor wanting to know what to charge. –JO

Uh, I don’t think so. No real competitor would ask that question.

Wbo cares???? Get off the soapbox, brothet!! –KS

Hey, you’re free to unsubscribe.

I have never met ANYONE who puts the needs of their clients before his or her own needs more than you do. Your customers’ needs are your business! You do it well and you keep doing it better. Your conversation was beyond judgment. Nothing at all is lacking. –CG

Much obliged for your reply.

Good conversation Dov.  Your concept and approach is correct but my sense is that she did not feel heard or understood. When I am asked the question about price, I do not want to make them feel they are asking the wrong question because to them that is the primary question. I always say something like this:

I appreciate price is important to you and price is critical. I cannot give you a price because I do not understand the problem. Some problems are as big as a breadbox and some are as large as a bus. Some people want the low cost budget approach to save money and others want the Rolls Royce approach and want me to do everything. If we could talk for a few minutes so I can get clear I would be happy to give you a price. If your budget is small we can create something where you are doing most of the work. If the budget is a bit larger I may do more of the work and save you time. When can we talk.

Does this make sense for you? –RF

I am a great student and an excellent client. When I find someone who might be able to help me, I ask good questions and I answer all of their questions. After I know that they can help me, I’ll ask about price. And then I’ll do everything they tell me and learn like a toddler.  That’s the way to seek out expert help.

I think you spent too much time with her. –BC

Well, it provided a nice case study.

Nice. By the way, I can’t stand the “won’t talk about price” approach, either. (just call me “Lynn”?).  It makes me feel that something dishonest or unethical is around the corner. I know you, though. If I were the new prospect, I’d want to hear, “It depends on what you need (seminar, coaching, etc). The first step is a free call so that we can figure that out.” Then again, you know what you’re doing, and I don’t! –SL

I admit I could have been more forthcoming in my guidance. But I also knew that if she wasn’t willing to share anything before hearing price, I didn’t want to waste my time talking to her.

(several paragraphs of critique)… Don’t preach. Again, just explain why, give people the information they want.

To end off my long shpiel, I still don’t know what the “wrong” question she was asking was, your answer was very vague. –N

If it was me, I would have asked “Why is it the wrong question?” Because when I’m seeking expert help, I want to know how the expert thinks. I want to understand who they are before I hire them. I was ready to explain – had she only asked.

Brilliant! — SG

Thank you.

Awesome post, Dov. And that took guts. Well done. — SG

Thank you.

It’s an interesting chat. At first I found myself sympathizing with her, wanting to know if she could afford you or not, and not wanting to get involved with you if your consulting rate was out of her budget. But then you made the very good point that it’s silly to ask the price before you even know what it is that you want or will be getting for your money. — SB

The best insight I gained from this was in a discussion with AM who pointed out:

You should have first asked her how she found you because that would have given you insight into what her interests were.

This is an EXCELLENT point. I don’t believe it would have made a difference in the outcome. But, this is an important lesson. I was assuming that Lynn was somewhat familiar with my work. And that she was asking questions based on having liked what she had seen. But this might be wrong. And if I had known otherwise, I would have replied differently.

What do you think? Share your thoughts below.

UPDATE: 2011-11-21 : At the time of this video, Tom had just begun using the system we developed.  Since then, the results reported have become more or less consistent.   The most significant point is that Tom now has a simple, repeatable process that works where before he was shooting from the hip.  And you can learn to do the same thing.

—

Tom Z. and Dov Gordon talk about how they built a marketing and selling system to enroll clients in Tom’s
$25,000 coaching program.

If you also have an excellent product or service, but you don’t have a consistent, predictable flow of new customers and clients, watch this for inspiration.

To apply for a free “Consistent Flow of Customers” strategy session with Dov Gordon, go to: http://DovGordon.net/freesession

To get a free recording of “How to Build A Step-by-Step Selling System that Brings You All the Customers You Want” go to http://DovGordon.net/free

“On Monday, the day after Dov’s seminar on “How to Build a Step-by-Step Selling System that Brings You All the Customers You Want” I used what I learned to get a new translation client.

“I used Dov’s idea to change the way I replied to her request for a quote and this was instrumental in closing the deal.  Not only did we get this new client, but the seminar helped me spot an opportunity to offer the client an additional service, of which she wasn’t aware at first. The client loved my idea, which added 30% to the value of the project. Over the next year, I expect the impact of this small change to snowball.

“Two days after the seminar, I was at an industry event listening to a speaker for six hours.  He was a professional sales person who has been selling in the translation industry for 15 years.  He also talked about some of the same ideas as Dov.  However, he wasn’t able to articulate them as clearly and succinctly.  I feel I got more from Dov in just over an hour than from the other speaker in six.”

– Leah Aharoni

www.aqtext.com

“My partner and I are building a new business around a great product for independent pharmacists. We have initial customers and we’re ready to grow.

“We had a plan for bringing in a surge of new customers by leveraging a speech I’d be giving at an important industry event. Because it was so important for us, we asked Dov Gordon to help us with the details.

“From our initial meeting with Dov, I realized that our plan was what you might call pie-in-the-sky.  We had a very high target – but no real plan to make it happen.

“Let me emphasize that we thought we had a plan. We were just too close to see all its holes.

“Dov helped us design a multi-step sales process that flows naturally with the psychology of our ideal customers. Then on the day we left for the conference he sent us a copy of his brand new, just completed manual, ‘How to Systematically and Consistently Attract First-Rate Customers’ which is an excellent compilation of the exercises he had walked us through and a lot more.  It made both the big picture and the specific next steps crystal clear.

“We came back from the conference with 60 high quality leads. In the weeks since then, we’ve closed deals with a dozen of them and several dozen more are likely to close in the coming months.

“Looking back it’s clear that had we done it our way, we wouldn’t have gotten any leads. No interest. No new customers.  I would have come back with my tail between my legs and the future of the business would have been a real question mark.

“If you are serious about getting a steady flow of first-rate customers, I recommend you get your copy of the Dov’s sales system Manual.  Even better – see if he has any open slots for his free “Attract First-Rate Customers Strategy Session.”

Dr. Joel Yaffa

www.personalhormones.com

Hi Dov,

Just wanted to let you know:

1.   I read your newsletters religiously. They help to reinforce all I have learnt from you over the years.

2.   I am reviewing systematically (5-10 pages a day) all my notes from the coaching period. This serves me at least 2 purposes; one to see how much I have evolved and improved over the years. This especially gives me encouragement when I am feeling either down or underachieving (again). Second, it helps to refocus on aspects that I have become lax about.

Keep up your great work.

Dr. Ian Slotki

Department Head, Nephrology Department

Shaarei Zedek Medical Center

Hi Dov

This is just a quick email to express my appreciation for the Alchemist Entrepreneur’s Crash Course.

Prior to doing the course, I wasn’t very serious about building my business.  In fact, I was frequently being distracted and wasn’t getting that much done.

After going through your course, I’m glad to say I’ve been so much happier… and productive!  So much so I’ve got a queue of work at the moment – your session on time management has been a great help for me in managing all that (especially the client relationships).

Also, I’ve been reviewing the materials in the past week, and realised how the concepts between each session were so well interlinked.  It wasn’t just a bunch of random tools and techniques… it’s a whole mind shift which addresses the logical & emotional issues that many entrepreneurs face today.

“By the way, apologies about the coaching session. Turns out I don’t need much coaching right now. It seems like the Course already sorted out most of it!”

Thanks again, I know you’re onto an epic win with this!

Kind Regards

– Chris Khoo

Quark Speed Solutions

Free “Attract First-Rate Customers” Strategy Session

One area where small companies struggle is in attracting first-rate customers who gladly do business with your – on your terms.

If you are tired of small orders, B-grade customers and one-off sales your next step should be to claim your free  45 minute “Attract Great Customers” Strategy Session with me.

In this session you will:

• – Create a sense of clarity about the AAA customers you really want to have

• – Find out the essential building blocks for having the first-rate customers you’ll love to work with

• – Discover the #1 thing stopping you from having the AAA-repeat-customers you want

• – Identify the most powerful actions that will move  you towards the customer base you desire

• – Complete the consultation with the excitement of knowing EXACTLY what to do next to create the loyal customers you truly want

“I highly recommend Dov Gordon’s complementary ‘Attract AAA Customers’ strategy session.  In just 45 minutes Dov helped me zero in on the one thing that can really help my sales team right now.

“We began to use Dov’s insights immediately.  After just one week, my sales team is spending far less time on the wrong prospects.  This, of course, freed up much more time for the right ones.

“Thank you, Dov.”

Shai Etzion,

EMEA Sales, Clarizen

Clarizen.com

To reserve your private 1-1 session, email me at dovgordon@gmail.com or call +972-2-992-0396.  Include your contact information and time zone.  We’ll get back to you to schedule your session ASAP.

“Hi Dov,

“I would like to express my great gratitude for the 6 week “Alchemist Entrepreneur’s Crash Course in Advanced Management Skills” training.

“Just weeks before I was close to giving up my current role as Sales Director, Shareholder and member of the Senior Management in my company. I was disillusioned, frustrated and hugely unbalanced.  So your “Crash Course” came just in time.

“I learned new skills and refreshed old ones that had gone missing. I learned to see the underlying structure that motivates people to behave and act in certain ways and my communication is much improved.  Previously, most of my conversations with my partners were really confrontations. Sooner or later they would degenerate into accusations on both sides. Real decisions weren’t being made and nothing was changing.

“Now my partners let me do more and more things the way I think they need to be done, without me needing to get their input. They trust me more and the business is doing better.

“A recent success after the training: I closed the biggest deal in my company’s history!

“For all these insights I want to thank you.  And I hope that anyone reading this who feels the way I did about my business will seriously consider working with Dov Gordon.”

– Axel Baumgarten,  Partner and VP Sales, Securicorp Components Ltd.

Free “Attract First-Rate Customers” Strategy Session

One area where small companies struggle is in attracting first-rate customers who gladly do business with your – on your terms.

If you are tired of small orders, B-grade customers and one-off sales your next step should be to claim your free  45 minute “Attract Great Customers” Strategy Session with me.

In this session you will:

• – Create a sense of clarity about the AAA customers you really want to have

• – Find out the essential building blocks for having the first-rate customers you’ll love to work with

• – Discover the #1 thing stopping you from having the AAA-repeat-customers you want

• – Identify the most powerful actions that will move  you towards the customer base you desire

• – Complete the consultation with the excitement of knowing EXACTLY what to do next to create the loyal customers you truly want

“I highly recommend Dov Gordon’s complementary ‘Attract AAA Customers’ strategy session.  In just 45 minutes Dov helped me zero in on the one thing that can really help my sales team right now.

“We began to use Dov’s insights immediately.  After just one week, my sales team is spending far less time on the wrong prospects.  This, of course, freed up much more time for the right ones.

“Thank you, Dov.”

Shai Etzion,

EMEA Sales, Clarizen

Clarizen.com

To reserve your private 1-1 session, email me at dovgordon@gmail.com or call +972-2-992-0396.  Include your contact information and time zone.  We’ll get back to you to schedule your session ASAP.