If you wish to be wealthy, then act to create real value.
Ralph Marston, www.greatday.com

A major aspect of setting yourself apart from your competitors is the value that you add to your services, without wanting money in return. Competition within ones industry can sometimes be fierce. Once youve determined what it is you offer that your competitors dont, its time to start adding value to your clients and create a relationship theyll be crazy not to continue (and tell others about). And this doesnt have to drain your resources.

What is a client extra? Its something you offer, as a bonus, at no additional cost, which is of great value to the recipient. Often a client extra is something low-cost or no-cost to you that doesnt take much time to give away, but can really appeal to the client. People like to receive extra stuff. They feel special, they feel you care and they tell others about it.

Here are some sample ideas for your business: open office hours each Friday to answer any questions at no additional cost, a hot lunch in your offices waiting room, taped recordings of your sessions so the client can review them over and over again, articles, attendance to your workshops, quarterly brainstorming groups, monthly group bridge calls for all your clients, etc.

The key is to offer what someone really needs, and for this, you have to place yourself in the shoes of your ideal client or actually ask your ideal client what they would like to receive as a client extra.

Your Assignment:

What is it that you would want to receive as an extra if you were in their place? What is one element you could offer at no charge that would help solve a clients problem more quickly or help them achieve their goal in record time? What could you offer as an extra that would make them remember you and talk to others about you?

Make a list of them all, however far-fetched the ideas, and then add them to your services. Put it in your marketing materials (along with the benefits of such client extras) and see what happens. A buzz about your services is likely to be created and people will start talking about you and start signing up with you as clients in greater numbers. Congratulations, youve become a true Client Magnet!

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