I ran across this image this morning and it had a very profound effect on me.
I’ve heard the saying before, but in the craziness of life, I’d forgotten it.
Now just sit and think about that for a moment.
How often do you get on a call with a potential client and just start verbally puking all over them about the services you provide?
I know I’ve been guilty at times.
I close more sales when I focus on SOLUTIONS than when I focus on things I can do.
- List building
- Growth
- Giving them back their time
- Helping them make more money
- Creating strategies
You get the idea.
This is where knowing your ideal client really comes in handy.
What keeps them up at night?
Where are they stuck in business?
What are they trying to accomplish?
Are they losing time with family because they’re so busy working?
What problems are they facing that they need support with?
Knowing these answers can really help you to tailor your marketing and your sales conversation to solutions based answers.
When you focus on providing solutions to the problems they have and answers to their questions, selling become a piece of cake.
Potential clients want to hear things such as:
- Results driven
- Problem solver
- Solutions based
I want you to think about how you are presenting yourself. Look at your marketing, your website, your social media posts.
Are you coming across as a confident, solutions based expert?
Or are you coming across as a product/service based person who is just there to do what they are told to do?
Your homework this week is to answer the questions up above about your ideal client.
Here are those questions again:
What keeps them up at night?
Where are they stuck in business?
What are they trying to accomplish?
Are they losing time with family because they’re so busy working?
What problems are they facing that they need support with?
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Originally published at empoweredfempreneurs.com