In my work with participants of the current Get Paid to Get Clients Acceleration Program, one of the things we’re working on is codifying their “signature system,” or “Core Client Process.”
The Core Client Process is a step-wise methodology that takes your client, customer, or patient from where they are now, to where they really want to be. Said differently, it’s your unique approach to delivering your services and products and, in turn, delivering value.
You probably recall that I’ve written previously about how clients, customers, and patients buy outcomes, rather than process. But at a certain point, after they’ve learned about the value and outcomes you can deliver, they will want assurance that you have a reliable approach for taking them to the “promised land.”
I’ve taught the participants in my program the principles and “best practices” for defining and articulating your own Core Client Process. It would take a few hours to take you through how to do this, but I want to share something from this training that you can apply immediately in your own business… As you take clients through your signature system/core client process, show them frameworks and models that visually illustrate important concepts, principles, ideas, and structures.
Such visual frameworks and models support your “core client process” because they give you a way to tell a story visually. They provide your audience with reference points that are critical for understanding your way of seeing the world. In my own experience, these visuals (and the descriptions and explanations that I include with them in verbal and/or written formats) help my clients to see their “blind spots.”
Key Pillars of Life: This is an example of key aspects of being human. I use this for describing different areas for personal growth.
The “Kitchen Table” model of value delivery: I use this visual to describe the main ways that businesses can deliver value to their buyers.
Optimizing Human Performance Model: I use this model to illustrate the key elements that I objectively measure that help me to guide clients in selecting the best business development strategies, structures, and working environments that are suited for their unique style of thinking, decision-making, and taking action.
Sequence of Client Flow: I use this model to describe the various stages that clients go through when they work with a service-oriented professional or business.
Your Audience Will Value You and Thank You
Approximately 60-70% of the general population is comprised of visual learners. Including visual models and frameworks provides a visual reference that makes it faster and easier for learners of all types to grasp the concepts and principles you wish to impart.
If you include relevant models and frameworks into your conversations and presentations, whether in groups or one-to-one, they will serve to maintain awareness, learning, and retention. And they help the brain to process and store information, for easier recollection and application later on.
At first, this approach may take a little extra thought on your part, but in my own experience, remembering to present visual models and frameworks has become second-nature. I believe the extra effort is worth it; simultaneously, you’ll enhance the learning experience of your audience and enhance the value that you provide.
P.S. If you are interested in a training on how to define and articulate your own comprehensive Core Client Process, add yourself to the list using the form below. If there is enough interest, I’ll run a special training on the principles and best practices. And I’ll show you real-world examples of numerous ways to use your Core Client Process (including your visual frameworks and models) to work exclusively with higher-end, highly profitable clients.
Thanks George–I have really gained so much insight from your interviews with Robert and your Q and A. You have exceptional communication skills!
Thanks Carol! for the compliments.
I’m simply having a lot of fun over here. And when I can take a complex set of high-level principles or see elegant solutions to difficult problems and distill things down to essential elements that are manageable, I get a kick out of it.
Thank you so much for this explanation. I agree totally with what you are saying here. It is funny because Fabienne Fredrickson just recently talked about the same thing! 🙂 I guess it is a sign that myself and my company need to get better with our signature system/core client process.
My best always to you,
In my own experience, I’ve continued to added to and refine my own core client process and the various models that complement it. In working with more and more clients in a variety of situations and a broad range of industry categories, I’ve gained greater breadth and depth of insight into how better to guide and support them. As a result, I’ve been able to understand how to fine-tune my “signature system” and develop new and better models to help them understand and innovate fresh approaches to their emerging challenges.