authority (through credentials, testimonials, case studies, and awards); value (by clearly communicating outcomes and results, and demystifying how you'll work together); and minimize the buyer's risk (through guarantees, references, follow through). This could be when a prospect is willing to spend a little bit of money with you on something perceived as low-risk. For example, you could sell your expertise packaged into information-based products such as workbooks, lessons or talks on tape or CD, and premium reports. All of these things let prospects get to know you better, deepen trust, and help move their confidence in you to the next level. To move from Friends to Lovers: You've built your case, demonstrated to your client's satisfaction that you're a safe bet, and continue to stand out from the crowd. You've discussed the tough things like money, decision-making authority, and possible derailleurs. Deepening the commitment with you feels natural, safe and like the right thing to do. As Lovers, you'll be engaged in regular and long-term business. You'll learn a lot about each other, communication preferences, how to navigate conflict, and how to manage expectations. You'll only sustain the relationship at this level if you keep it fresh by continuing to gauge and meet their needs. You can't take their business for granted. Innovation is important, based on what your best clients ask for or struggle with. To move from Lovers to Loyal Partners: Newer, flashier competitors may come on the scene, but your Loyal Partners aren't going anywhere. You alone are their number one choice for the professional service your firm provides. If someone else approaches them, they'll let you know about it and give you a chance to meet their needs first. As with any successful long-term relationship, you've learned to use conflict constructively, don't take their loyalty for granted, and continue to reward them for their trust and commitment. In a worthwhile relationship, you can't rush something good. Think about moving through these phases over time - not in one conversation or even two meetings. When it's too good too soon, relationships are usually hollow or troubled (with clients and in love!). I've learned to slow down, pace the conversation, and ask a lot of questions. The results are consistently better and longer lasting. Whatever you do, your message and actions have got to be authentic and in your clients' best interests. Any smart prospect or client will see right
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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wouldAriane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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itAriane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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theAriane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
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Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ariane Di Palma Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs.
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