Becoming Invaluable To Your Clients To Get More Business

When you become invaluable to a client, they will refer you many times over

. So, how can you create an environment for yourself where you are invaluable? That's a question you should ask yourself as you consider how you will serve your clients, customers, patients or guests. When you care about what other people care about to the highest degree and they know they can count on you for something that is important to them, you can become invaluable to that person. What do you need to do in some of your "A" level relationships that position you as invaluable so you get more business from existing clients for life and get referrals?

A few years back, I was working with a CEO of a business who was very driven. In our meeting he brought up a car he wants. He said, I'm so frustrated! Man, I want this black Mercedes and they say it's going to take three months and I want it now, and it's just not going to happen!" He was told by the dealership that it was going to take 12 weeks to get his dream car. Are driven people patient? No. So I asked him about the car, and he described the model and accessories he wanted in detail. He was obsessed.

A few weeks later, he was sitting in his big boardroom with 28 people. In that boardroom, there is a speakerphone that everyone can hear. I called in to him and he asked, Is this a personal call, or a business call? I had been working with him on both his business and some personal financial issues. So, I told him this was a business call, which meant he put me on his speakerphone for all 28 people to hear. I said, "You know that Mercedes you want? It's right in front of your office building. All you have to do is write a check and sign some forms and it's all yours." I happened to be coaching a Mercedes dealership at the time and had been able to pull some strings.

What do you think his reaction was to that? It was a "wow." But more importantly, in that moment, in his eyes, I became invaluable. In other dealings with this man, I saved him over $400,000 in income tax. I saved him millions of dollars in estate taxes through planning. But what do you think he talks about most with his buddies, colleagues and family? Do you think he talks about saving tax? No! He talks about his Mercedes, of course! So I've now become invaluable to this man.

Do you think I got paid anything when that Mercedes drove up? Do you think I got commission or anything? Did I have to do it? Do you think 150 other people would have been able to do it? Of course not, however, I'm now invaluable to a very influential person. Do you know what I've received from that guy in referrals? Over two-million dollars in income. Why? Because anyone that would do that kind of thing for their client, his friends wanted to meet, and he told them all about me.

What about you? What can you do to become invaluable to your clients? Does a wow factor for your client have to be that big? No. But, you can do something they dont expect that improves their life and inspires them to talk about you over the dinner table. Its a game changer, increasing your ability to get referrals and get more business.

by: Earl Kemper

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