How to Use Fix This Next to Create and Close More Opportunities, with Mike Michalowicz

Mo asks Mike Michalowicz: What's the number one thing people can do to get more yeses?

The most powerful concept is client cloning. We need to focus on our best clients and identify what we know about them. Then you develop an avatar around those attributes and go to where those people congregate.
As the saying goes, birds of a feather flock together. We have to concentrate our efforts on the areas and mediums where our best clients are so we can get in front of them.
Once you begin cloning your best clients, it also brings a new level of efficiency to your business. You work with similar clients in similar situations, and the resolution becomes consistently the same, which elevates your ability to scale.
People are looking to know, like, and trust you, and selling right off the bat is not the best approach. Educational marketing is the most effective method to build the rapport you need to land clients and once they are ready to make a decision on someone to do it for them they will pick you.
When you have people that are intrigued and interested in what you do, have a clear, concise and reasonable next step for them to do.

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