The Elements

By Ironstone   |   August 4, 2013

Be Sherlock Holmes – Find New Clients By Searching For Dissatisfaction

Categories: Blog, Business Development, Prospecting

185029594 web, istock, thinkstock, getty imagesCould it be you are looking in all the wrong places for new clients? Spend some time searching for dissatisfaction. Why? Change happens when people, team members, clients and prospective clients are dissatisfied.

When dissatisfied with anything, I am impelled to do something different, make changes and take action to remove the gloomy, unsatisfactory feeling lurking over my shoulders.

Become An Undercover Agent – Train Your Sales Team To Discover Dissatisfaction

I always wanted to be an FBI agent. Although my career path took a different direction, I am thrilled at the opportunity to apply agent techniques in my personal and business life.

Clients and prospective clients won’t make a change unless they are dissatisfied. The key fundamental is for your sales team to find the hidden treasure of dissatisfaction.  Unlocking the answers to the following will present opportunities to create an imperative solution along with a reason for clients and prospects to take action.

  • Why dissatisfaction is present?
  • What is not working?
  • What needs to change?

Creating Chaos

No, I’m not a proponent of drumming up problems, drama or chaos. I do encourage you to train yourself and sales team to discover and create dissatisfaction. You may wonder why you would want to do such a thing.

Your goal is to find the gaps, identify how you can close the gaps and effectively communicate the solution to your clients and prospects.

Most of the time, clients and prospective clients don’t know they are dissatisfied until you prove capability by providing better results, service and solutions.

Has Your Competition Beaten You To The Punch Line?

Great sales teams will utilize dissatisfaction to their advantage. If your sales team isn’t using this technique, your competition has beaten you to the punch line. When an opportunity of dissatisfaction is apparent, seize the moment to overcome your clients’ fear and guide them to close the gap surrounding the dissatisfaction.

 “Change occurs in direct proportion to dissatisfaction, but dissatisfaction never changes.”

Douglas Horton
American Clergyman & Academic Leader

QUESTION:    Is Your Sales Team Using Dissatisfaction Effectively To Increase Sales Opportunities?    Share Your Success Stories With Us!   We want to know!  (leave a comment-click here)


Additional Resources For You – Finding New Clients

Creating Customer Dissatisfaction … Completely Free Marketing Advice

3 Ways to Find New Clients More Efficiently … Think Advisor

Financial Advisors Share Stories On Building Firms In Tough Economic Times …


Photo courtesy ©iStock/Getty Images/Thinkstock


Practice Management

Ironstone is a learning and development consultancy with business acumen that translates across many industries. Our focus is on practice management strategies in order to enhance and improve both business and personal life. We support professionals who want major and comprehensive improvements that look at all aspects not just an isolated area for change. Ironstone has identified 4 key performance areas known as the Fundamental 4™, which are required to design, develop, and sustain a successful business.

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