Mike Koenigs: The Keys to the Kingdom Part III

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Last week I introduced you to an exercise about how to find the perfect client. This week, I give you the specifics on how to do so and how to resonate with those clients.

Here’s a step-by-step exercise to guide you through this process:

Step 1: Describe the best customer or client you’ve ever had (and if you’re just starting out and don’t have a business, then IMAGINE your perfect customer), Some who…

• paid you for your products or services;
• you loved or love working with;
• took your advice, used your product or service;
• got results from your products, advice or service;
• happily paid you and they kept coming back (or will continue to keep coming back);
• refers more customers to you and give you great testimonials;
• enthusiastic, warm and happy;
• and best of all, if you only had 10 or 100 or 10,000 of this type of customer forever, your job would be easy and joyful.

Step 2: Now, do the following (this is really easy!):
Hold your phone camera up with your left hand. Press the record button. Smile and put your right hand on your heart. Take a deep breath in, exhale into your heart (breathe nose to heart, imagine the path of your breath following a circle).

Now, think about the best customer you’ve ever had.

Visualize them standing in front of your camera right now. Smile. Look into the camera and describe her or him. Say hi – say their name. Tell them who their children are. Have a full conversation. Feel them fully, with gratitude and love. Then, look into the camera and think about that person while you tell me a story about how you transformed their life or business with your products and services with passion, enthusiasm, and gratitude.

I want you to get emotional. This is not a thinking exercise; it’s a feeling exercise.

So take a moment and record your video.

I can guarantee you, when you do this, you’ll never feel or be nervous again – whether you do this on a stage in front of 5, 50 or 50,000 people or on a camera because you’re OUT OF YOUR HEAD and IN YOUR HEART.

When you speak from a place of service, love and caring, it’s impossible to be nervous. You’re not worried about you and what other people think about you. You’re focused on someone else.

This is the key. The secret to great marketing.

Speak to the one, don’t think, FEEL. RESONATE.