Finding Right-Fit Clients In 2024: Best Hacks From Hollywood

As the movie execs say in Hollywood, let me give you a note: You are boring me.

In these uncertain times, all agency owners need more right-fit clients in the sales pipeline.

Let me get emotional with you. Trying to reach them using think-it-over PowerPoints with data, graphs, and financial projections no longer cuts it.

When you talk about your business, does it make people tear up, feel noble, or laugh out loud? In other words, can you tap into emotions?

Didn't think so.

Why do I say that? For seven years, I was paid to write a weekly business development column for Forbes.com.

During that time, I interviewed more than 350 business leaders, including agency owners.

Almost all seemed to communicate in a boring way that made them sound just like everyone else. I call it the "Blah, Blah, Blah Us Too Disease."

If you want to fill the pipeline, that disease can be fatal.

These are emotional times, and you need to reveal yourself to connect with clients, generate sales, and become a meta-wattage influencer.

That means you need to be an emotional storyteller. Check that, a business storyteller, not some grandpa or granny spinning yarns.

You need to be a business storyteller because there is one asset that will set you apart from others, one hidden asset that you have that nobody else is offering: your defining business story -- the story of you.

When writing my international best-seller How to Close a Deal Like Warren Buffett, I discovered how one of the world’s most successful businessmen uses stories with emotion to persuade, heighten his media coverage, and become a world-famous brand.

As the CEO of Indie Books International and the author and editor of over 300 non-fiction books, I encourage business authors to do what Hollywood does.

Hollywood uses stories to elicit emotions. Hollywood is the emotion picture capital of the world (see what I did there?).

You should use stories to connect to your clients and followers on an emotional level to increase client loyalty and profits.

As the editor-in-chief at Indie Books, I learned an important truth from one of my authors, the industrial neuropsychologist Steve Swavely, PhD.

He shared that groundbreaking discoveries in neuroscience from the workplace that prove decision-making is largely emotional, not logical.

Do you second that emotion?

To date, I have delivered 50 workshops around the country to agency owners and business leaders on how to “Persuade With A Story!” Here are some action steps I recommend:

·???????? Learn psychological techniques discovered by neuroscientists to understand how the brain reacts to stories.

·???????? Break the ice with strangers by encouraging others to tell their stories.

·???????? Uncover your hero stories that communicate your trustworthiness in two minutes or less.

·???????? Turn client testimonials into stories that prove how you take clients from problems to solutions.

·???????? Captivate any room you speak to within 17 seconds by using a client-attraction story.?

·???????? Establish your credibility by telling the story of your business but in the right way.

·???????? Make people laugh by adding appropriate humor to your stories.

If you want more information on the subject, there is plenty of no-cost content on my website, Persuade With A Story.

?

?