If you're an accountant, lawyer or organisation with key clients, then you'll absolutely want to read this open letter in order to...

Discover how to avoid losing your key clients to your competitors!

Dear Business Colleague,

When you're in business, you find out only too soon that it takes time to establish your clientele. 

As a professional, you have certain standards. What makes you stand out from the crowd? Why should clients choose you – and even more worryingly, what’s to stop your competitors poaching your clients from you?

While creating strong relationships with both potential and existing clients is an obvious strategy, how to do it cost effectively isn’t always so straight forward. And if you don’t have the generous budgets for lavish corporate entertainment like the ‘big boys’, what then? 

Give a man a drink for a day and he’ll soon forget you…
Corporate hospitality is expensive – and the payback isn’t guaranteed.  But if you don’t want to leave the back door open for marauding competitors – like a fox in a hen house – what can you do to protect yourself and ring fence your clients?

Let me introduce myself.  My name is Olivia Stefanino and for a number of years, I’ve been running proven personal leadership programmes.  Now, I’m sure you’d agree that there are a lot of people out there saying that they do the same thing – so what makes me different?  Well, for a start, I have “trialed” my programmes within a number of blue chip organisations – and have proved that they provide a measurable – and significant - return on investment.

For example, in a nine month pilot project with a high street bank - which is featured in my new book “Be Your Own Guru- personal and business enlightenment in just 3 days” (published by J Wiley) - the 12 bank managers who came through the programme improved their sales results by an astonishing 330%.

You may by now be wondering what personal leadership programmes have in common with customer relationship building.  It’s a good question... 

Give a man a new skill in a day and he'll thank you for life!
One day, listening to feedback from one of the Be Your Own Guru personal leadership courses, inspiration suddenly struck. Let me explain. Often, when delegates have completed a personal leadership programme, they comment that they feel they know their colleagues much better, and they understand what makes them tick – and even more importantly, they know what their fellow delegates’ personal goals and aspirations are…

None of this comes as any surprise.  After all, the Be Your Own Guru programmes focuses on relationship building and influencing strategies.  It’s amazing to see people who’ve worked alongside each other for five years or more only really get to know each other when they go through the programme.

But on the day the penny dropped, I was playing over in my mind a conversation I’d had with a business friend who’d asked me to help him overcome the customer retention difficulties he was having.  Mulling over our conversation, I overheard a programme delegate remark how he – as a result of the Be Your Own Guru programme – now understood a ‘previously distant and difficult’ colleague better. In fact, he’d discovered that they had so much in common, he knew they’d see more of each other outside work in the future…

With the two thoughts now overlapping in my mind, the solution suddenly struck. It was obvious! Why not combine the benefits of the Be Your Own Guru personal leadership programme with corporate hospitality – creating “Intelligent Hospitality”?!

How can you get your clients to slam the door on your competitors?
Imagine the power of getting to know your clients so well – in terms of how they think, what’s important to them and what their personal goals and aspirations are – that when a competitor comes knocking at their door, they simply say ‘no’ and firmly slam it shut! 

And having such a powerful (and reciprocal) relationship with your clients also makes price less of a ‘buying’ consideration, as when it comes down to it, when we choose to buy, our decision is often more emotional than logical.  After all, we’re more inclined to buy from people we like and feel ‘connected’ with…

Remember, your competitors' number one strategy for acquiring your clients will be to create a price war – a situation that you must avoid at all costs if you want to retain a profitable business.  Dealing with the problem before it occurs is vital – and the solution is to forge a strong bond with each of your key clients. Interestingly, research shows that it takes eight times as much effort to win a new client as it does to retain an existing one…

Your opportunity to be a research partner…
As I said earlier, one of the things that make me different is that I insist on testing and trialing my ideas before offering them on the ‘open’ market.  The powerful Be Your Own Guru programme is already proven – and it has helped a number of companies significantly increase profits and dramatically reduce absenteeism. Now it’s time to prove the programme in the context of Intelligent Hospitality.

So how exactly would the Intelligent Hospitality programme work for you?

Click here for a full agenda for your Intelligent Hospitality day.  But in brief, the format is that four of your senior partners/sales people each invite two guests – who may be existing or potential clients - with whom you want to forge a stronger relationship. Together, you’ll all attend a one-day shortened Be Your Own Guru programme – and as well as each of you benefiting personally from what you learn, and discovering more about each other, you’ll also benefit from the Law of Reciprocity.

In case you haven’t come across the Law of Reciprocity, Robert Cialdini describes it well in his excellent book, “The Science of Influence and Persuasion”. The Law states that when you give someone something – however small - for nothing, they feel honour-bound to give you something in return. And that ‘something’ is usually much bigger than the initial gift.

The rationale behind the Law is that we feel very uncomfortable knowing that we ‘owe’ a debt to someone – and our psyche will do all it can to redress that debt as soon as possible. 

By giving your client a highly experiential, mind stretching and memorable experience – at no expense to himself – you too will benefit from the Law of Reciprocity.  And when you stop to think about it, all corporate hospitality is based on this Law!

Now for the really good news…While you’ll be responsible for sourcing and paying for the venue – which could include a sumptuous gala dinner for delegates or a round of early evening golf for example – for my ‘research partners’ only, I’m going to offer my training/facilitation services at a massive 50% discount.

Why?

Well, not only do I want to prove the concept of Intelligent Hospitality, but I’ll also be asking you – only if you’re happy of course – to provide me with a case study, a testimonial and three quality referrals.

Ordinarily, my training fees are £2,000 per day – for up to 12 delegates.  However, as a research partner, you’ll be able to take advantage of my 50% offer – which means that you’ll be getting a full day’s training & facilitation together for only £1,000! (I should point out that my fees are exclusive of VAT, any pre-agreed expenses and venue costs.)

And there’s more!  For my research partners, I’m also going to provide every delegate with a “goody bag” containing a signed copy of my book (RRP £12.99), together with my three guided visualisation CDs (RRP £10 each) – COMPLETELY FREE! The goody bag alone adds up to more than £40 per person…

Even though it’s research, I’m prepared to take the risk…

And even though this is a research-based offer, I’m so convinced that this is a winning idea that I’m extending my 100% no-quibble money back guarantee that runs on all our corporate courses to cover the new Intelligent Hospitality programme.  So, as well as benefiting from developing powerful client relationships and learning how to improve profits for your own business, you’ll also be safe in the knowledge that if for any reason you’re not satisfied with the programme, I’ll give you your money back!

I should warn you however, that there is some time sensitivity on this offer.  I only intend extending the ‘research partner’ offer to five companies – and once those places have been taken, they’re taken!

Of course, I know you’re going to want to know a lot more before committing to being a ‘research partner’, so call me now on 0845 456 7095 and let’s have a chat!

Warmest wishes,

Olivia x

Olivia Stefanino,

Managing Director.

Be Your Own Guru Ltd.

PS This offer is open only to the first five companies who sign up as research partners – make sure you don’t miss out, call me now on 0845 456 7095.

PPS And remember, I’m extending my 100% no-quibble money back guarantee to cover this new Intelligent Hospitality programme!