Are you struggling with how to attract new clients? Do you want to grow your business? Go back to the basics! Do your homework, gather your information!
· Analyze the market for a group of potential customers
· Be able to solve their problem with your product and or service
· Clarify they have the desire and ability to pay for that service
The first one is the most important! If you can’t identify who your potential client is, then you don’t have any qualified customers to even talk too! Through the internet, you can do all kinds of “free” research on geographical areas, specific markets and industries and financial surveys that establish the ability to pay. Analyzing the market for your group of potential clients and clearly identifying that group is the most important!
Now, that you have Analyzed the market and identified your potential customer and know they exist, you can move onto Step B. Be able to solve your potential customer’s pain! People take action for 2 reasons: 1. They are running away from pain, or 2. They are running towards pleasure! Clearly identify your potential customers Pain and Pleasure, and be able to solve and or address those issues with your product and or service.
Be clear about how your product can help and serve your client. What is the benefit for them? Ask them, what is the greatest difficulty they are facing in their business about “xyz”? Make “xyz” something your product or service can solve. Ask them how they will feel once that “challenge” is solved (the pleasure). That way you can leverage both their pain and pleasure with your product.
You have Analyzed the market and identified your client; you are able to Solve their Pain with your product and or service, what’s next? Clarify they have the desire and ability to pay for that product or service. By identifying their pain and pleasure, part of this step has already been implemented. Some people will be more motivated by the pain they are currently experiencing and will be willing to do “whatever it takes” to solve that pain, some will be more motivated by the pleasure, being able to “relax and enjoy” once the challenge is solved.
You will be able to identify which they are more motivated through conversation and observation with that person. Pay attention to their energy level, body language and tone of voice throughout your conversation. Ask persuasive questions. What is most important to you right now about “xyz”? What would that be worth to you to have that problem solved? What would prevent you from taking action right now to correct this challenge?
Finally, ask for the business! So many people I work with in my coaching practice, get to this point and then walk away and wonder why they don’t get the business! You must ask for the business! Find questions and statements that work for you. Would you like to start moving forward today? Would you like to pay for this in full or make payments? I am really excited to work with you; this will be a fun project!
If they do not “put pen to paper”, go back to Step B, reestablishing the pain and pleasure. Somewhere along the line they were not convinced about the pain and your ability to solve it with your product and service.
To attract more clients have a process, a system in place that you use over and over again! Stick to it, don’t deviate or skip any steps. A. Analyze the market and identify your potential customer B. Be able to solve their problem with your product and or service and C. Clarify they have the desire and ability to pay for that product and service!
Best of luck attracting new customers and building your business, let me know how I can be of service to you in helping you grow your business!
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