Straight Rows Prepare for Harvest

Referral Trigger for the week of July 15
What to SAY to GIVE Referrals
Grow: Row Markers | Straight Rows Prepare for Harvest
Conversation lead by the: Fayette Team

  and The purpose of an InfoMinute is to harvest.

Pick one client you’d like to duplicate, and share these four things about that specific client:

[1] their job title,

[2] a behavior I would notice if I met them,

[3] the result they were looking for initially,

[4] a question that would have started them talking about what they wanted.
22 Responses to Straight Rows Prepare for Harvest
  1. Ron Kupferberg
    July 12, 2019 | 9:58 am

    I have a client who manufactures and distributes a product.
    My direct contact is a part owner/Operations manager. You would notice that she has a slight Asian accent, talks fast, and may seem to be a little frazzled (but don’t let that fool you). They (she, and her other partner) came to my studio to evaluate my potential to show detail and high quality in photography of their product for their new website and printed promotional posters. As I had never shot this specific kind of product before, I asked, “Would you allow me to show you the quality of my photography by photographing one of your products for your evaluation?” The results I gave them provided me with sixteen additional assignments during the last six months. This would be my ideal client to duplicate, because their needs are on-going, as would be my bottom line.

  2. Marcie T Bayne
    July 12, 2019 | 12:00 pm

    One Client I would like to duplicate is the busy entrepreneur who needs assistance with personal care products and gift selection; they are busy building their own business and really don’t stop to think about such things until after their household quiets down for the evening and they need help making their selections. I spend time with them helping them to pick a great client gift or holiday gift. I act as a personal shopper for my best clients. Initially, they were looking for a simple client gift, and with personal attention to what they really wanted I have helped these clients select holiday gifts and client gifts throughout the year.

  3. John Thompson
    July 12, 2019 | 12:14 pm

    A client I would like to duplicate is a small business owner who is busy running a successful business….they need real protection of their assets including business along with personal and know that they are protected properly and that we are just a phone call away from professional service and support. They are busy, successful, entrepreneurial and with employees. They may have reached out to us for just General Liability or Workers Comp but we can educate and become a trusted risk advisor.

  4. Amanda Phothisen
    July 12, 2019 | 12:31 pm

    A client I would like to duplicate is the working mother who needs to have her vehicle diagnosed and/or repaired quickly and efficiently. Behaviors that would be noticed by her is that she would always be in a hurry, stressed and doesn’t have much down time to think about simplistic things that would bog down her day. She would initially be looking for a result of repairing her car quickly so she can get back on the road carpooling the kids and working while on the go. A question to ask a mom that is running around working while also being soccer mom at the same time would be, “Who typically services your minivan?” If she answers with a quick shrug while talking on the phone to a client, she needs to be directed to us at VAP Performance & Auto Care. We promise to provide her with VIP service at VAP!

  5. Tony Hardy
    July 12, 2019 | 12:53 pm

    1. A REAL ESTATE PROFESSIONAL
    2. GREAT PERSONALITY WITH CREDIBILITY
    3. SAVINGS, DECREASED MONITORING WITH A LOCKED IN RATE.
    4a. WHAT DO YOU LIKE LEAST ABOUT YOUR SECURITY SYSTEM?
    4b. WHAT DO YOU LIKE MOST REGARDING YOUR SECURITY SYSTEM?
    4c. IF NO SYSTEM, WHAT ARE YOUR MUST HAVES REGARDING A SECURITY SYSTEM?

  6. Jay Griffin
    July 12, 2019 | 4:11 pm

    1. CPA
    2. Sharp and inquisitive about others
    3. They were looking for an honest money manager, someone they could refer their clients to comfortably and reliably
    4. What types of things are you looking for in a money manager to refer clients to?

  7. Jeff Bartholomew
    July 12, 2019 | 4:13 pm

    A vice president of sales is never happy with their sales results and in most instances, complains aloud routinely about their results. What they are looking for is that their salespeople “just do their job and sell something!”. What the VP doesn’t understand is that the salespeople need to be trained on how to sell. Did you know that 90% of people who sell, never get any sales training?! A great question to ask when you hear a VP of sales complain is, “How much have you invested in sales training for your team?” or “When was the last sales training your team attended?”. Then send them to me…

  8. Ryan Williams
    July 13, 2019 | 6:57 am

    One of my best clients is a rental management company. While I work directly with multiple people on their staff, my primary contact is the company president and decision-maker. He is always wheeling and dealing. Any given month, he may be in negotiation with a large distributor or manufacturer. Sealing these new deals often depends on my team quickly implementing new functionality for their complex system to make the new partnership possible. The company president was initially looking for a web development firm who could take over the project from a web designer who’s skill set didn’t meet the needs of the project. He was frustrated with the lack of progress and pushback on functionality requests. If asked “How are things going at work?” he would be likely to respond with frustration about his website. Be it a web designer over-reaching beyond their training, or an overseas firm who isn’t delivering quality work, I am able to get large, complicated projects like these on track with scalable application architecture completed efficiently by my experienced, local development team.

  9. Melissa Howell
    July 14, 2019 | 4:10 pm

    An ideal client that I would like to duplicate is called a Consultant and they provide personal services to small business owners. You would notice tehy are successful in ther business and work smarter, not harder. They know when it’s time to oursource tasks that they don’t enjoy. They are looking for more clients, and really know who their ideal client is, and they understand that it is crucial to have an ideal identified. “How do you find new clients?” is a great question to ask.

  10. Nick Whitner
    July 14, 2019 | 10:04 pm

    A client that I would like to duplicate would be a great real estate professional.
    This person would be very knowledgable about their profession, attentive to their clients and attentive to detail. They would ensure that the properties were visually appealing to potential buyers by having its exterior professionally cleaned.
    A question that has been asked before is “How can we maximize this home’s curb appeal?”

  11. Rich Blenz
    July 15, 2019 | 10:19 pm

    1. Business owner
    2. Focused on the success of their business
    3. Looking for their HVAC comfort system annual maintenance to be on autopilot
    4. What company provides your bi-annual HVAC tune-up inspections?

  12. Ray Evans
    July 15, 2019 | 11:43 pm

    1. Image & Marketing Consultant.
    2. Always looking to present their clients to their defined audience/customers in a positive light and creative means.
    3. Market position and market share.
    4. Begins with the persons goals, and often assisting in setting appropriate ones. Second, assessment of where we are. Third strategically plan for achieving. And forth, celebrate the victories…sharing with others. With setbacks, re-assess and move forward.

  13. Amy Metzger
    July 16, 2019 | 6:37 pm

    1: Retirees
    2: they are “playing”…golf, cards, wine tastings, having fun with life now that they are retired
    3: They are looking forward to their next trip… celebrate family events (like 50th wedding anniv and Son’s promotion to General in the USArmy
    4: Ask them where they’re going on their next trip… or what’s left on their bucket list!

  14. Miranda Henry
    July 17, 2019 | 8:16 am

    1. Active Mom’s (runners, tennis, gym, golf, crossfit)
    2. They are cancelling plans because of a migraine or have been MIA on social media.
    3. Stop/improve their headaches
    4. What all have you tried for your migraines? Did you know Physical Therapy can help with many types of headaches?

  15. Rebecca Marosy
    July 17, 2019 | 9:29 am

    Any professional in their respective field who values their time and who is willing to exchange their money for wisdom, experience, knowledge and talent that we provide as professional contractors.
    Initially the client illicit some kindling questions which will allow us to provide accurate and specific information as it pertains to his/her project. Their questions are open ended, giving us the opportunity to demonstrate our expertise. Upon recognizing that our main goal is arming the customer with the best information available, then the ideal customer will disseminate the facts before them to make the best decision.
    Initial Result: Confidence
    Question: are you looking for a contractor that is different from and better than the rest.
    can make the best decision possible for their situation.

  16. Elisabeth Young
    July 17, 2019 | 11:27 am

    I had a client, Courtney, who worked shifts as a night nurse in the ER. Her fiancé was a professional baseball player – he was with the LA Dodgers at the time they were planning the wedding. With her in ATL, working long shifts, and traveling to watch him play, she has almost no time on her calendar for wedding planning.

    Courtney’s Instagram is full of photos of adventures! It’s easy to see that she loves going to the beach, night life with her friends, and attending baseball games.

    Courtney wanted an invitation that would impress her guests (and her grandmother of course) as well as an invitation that wasn’t just another generic template. She wanted something stunning, special, and full of unique details like a venue illustration, calligraphy addressing, and wax seals with her and her fiancé’s initials.

    Next time you have a friend or client getting married, ask them what their wedding colors will be! It’s the perfect conversation starter to get them talking about their big day.

  17. Phil Downey
    July 17, 2019 | 2:04 pm

    TITLE; VP of sales
    BEHAVIOR; NEEDS AN ANSWER RIGHT NOW.
    RESULT LOOKING FOR: TO LOOK GOOD AND PREPARED TO HIS
    CUSTOMERS
    QUESTION TO ASK: WHO PROVIDES YOUR OFFICE SUPPORT?

  18. Kay McInroe
    July 18, 2019 | 8:14 am

    The client I would like to duplicate is the person in HR who gets to meet the new hires first. This person will be the one they go to for everything in their new workplace and city. I would like to be the Realtor of choice to help them with their home purchase.

  19. Paul McCalla
    July 18, 2019 | 10:22 am

    A client that I most want to duplicate is a Realtor. One who is committed to providing great service to their client, helping them buy or sell a home that is in great condition. This Realtor is looking for someone they can trust to provide professional advice to their client. A great question for them is “Have you ever had a roof issue come up with the home inspection that caused the deal to not close on time?”
    Paul McCalla

  20. Dr. Philip Crane
    July 18, 2019 | 3:08 pm

    I have a wonderful patient who is an Electrologist. She’s very aware of her heath and will wear gloves on her hands in the summer. This protects the skin on her hands and is EASILY noticeable. Initially she was just looking for wellness care or periodic tune ups. A great question for her is “What are the gloves for?” She’s proud of her health and loves to talk about it.

  21. Byron Harper
    July 19, 2019 | 12:11 am

    I have a patient who is a mortgage broker. He was challenged by his weight gain which ibterfered with his ability to enjoy some of his athletic activities that were important to him and afforded him fun in his social life. You could tell he was hurting by his bulky knee brace. He participated in the weight and diet and exercise programs from my MDVIP personalized medicine practice and he has lost over 30 pounds. Now he enjoys not having to ice his knees after jogging.

  22. Carl Querna
    July 19, 2019 | 11:35 am

    1. Property Manager / Landlord / Real Estate Investor
    2. You will hear them discussing issues involving different properties or talking about tenants.
    3. What they want initially is to solve tenants problems with roaches, rats, mice, or other pests. Often when a tenant moves out the property manager finds out that the old tenants left behind a roach infestation and needs it fixed fast before the new tenants can move in.
    4. When you know that you are talking to a landlord or property manager ask them “Do you ever find things out after a tenant moves out that you didn’t know while they were living there? Like a roach infestation?’ Let them know that you have a great bug guy for them that can fix problems fast and has some of the best prices around.

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