One of the most ignored … but most important … ways of attracting hordes of potential clients ‘ is to develop the ability to quickly disqualify those potential clients who are not suited to spend time with you. This is where most people go wrong, turning what could have been 15 minutes of conversation into months of disaster.
There are two kinds of people in this world — talkers and doers. Talkers talk about what they wish they would do, and doers shut up and do it. But doers also do one other very important thing: they actively avoid spending time with talkers.
Most of the world is made up of talkers, male and female. It’s easier to talk about success than actually achieve it, so most people choose to talk. But if you desire success, whether with clients or any other area of your life, you must quickly separate the talkers from the doers, spending time only with doers, both clients and others.
I know this often results in feeling like the majority of your potential clients are worthless, no good, etc.
I’m not saying to immediately “kill” any prospect that is not instantly qualifyable. I love clients with problems! I’ve found over the years that I can make more money and create a more raving fan when I can solve the problems of a potential client others have rejected.
More to the point of what I am referring to are those clients that you know you can help and to whom you provide a game plan to get them from where they are to where they want to be and the client refuses to take action. Those are talkers not doers.
One of the best ways to do refocus your mind and learn to quickly distinguish talkers from doers is to make it your business to hang out with successful people, so you can get a feel for them. Successful doers have certain mannerisms, gestures, beliefs, mindsets and actions in common. When you surround yourself with people like that, you’ll very quickly know if someone is the real deal, or just another talker.
Now, just as doers have common traits and characteristics, so do talkers, and it’s important you recognize them as well. Here’s an easy way to do this: go to any bar on a week night, and listen in on the conversations of those who live there, the crowd who can’t wait for happy hour. Do this for a few nights, and you’ll quickly pick up on the mannerisms of talkers. Contrast this with how doers behave, and you’ll see a vast difference.
Once you have a feel for how doers behave, and how talkers behave, you’ll very quickly be able to determine if the person you’re speaking with is a talker or a doer. If they’re a talker, end the conversation and move on. If they’re a doer, pay attention to what they have to say … they might just contribute greatly to your income and your life.