Your client has to feel that you are talking to them directly, and have to be heard and understood. In order to market successfully, you client has to feel you care about them. Your target market and your specialty are two different things, but are related. It is easier to find your target market when you are narrowly defined.
You may be using marketing to the language of your client because you will understand they pain points, and their wants and needs. When you speak to your prospective customers, speak to them about their challenges in their language and your customer will be understood.
If seems unauthentic to you, consider this: Being seen as an expert in your field is a HUGE plus in marketing yourself; when you focus in one area, you will increase your activity to be seen as an expert. If you waste time trying to attract and serve people who are not your ideal clients, you wont have the energy to support and serve them.
Clients Problems will Fuel your Business
Without a prospect having a problem your services would not exist. You need both problems and service solutions to keep your business running smoothly. Problems are fuel that will provide the power and your solutions are like the cylinders of an engine that do the heavy lifting.
The next step is to sell to your Client's Problems
• Identify the common problem your clients have where you provide a solution.
• What does using your service help your client to accomplish?
• What results are high priorities? (to make a sale you need to understand what ranks as a compelling objective in your client's mind and show them how they can achieve this) for example; I work with women who have an inner critic -
• Can you demonstrate results of your service?
• How do the results derived from your service differentiate from your competitors?
The primary value you offer to your client is, the results you deliver and the problem you solve; Identify the common problems your clients have where your provide solutions.
Clients buy results, not the service or the methodology. Even if you have developed revolutionary processes, they are only as good as the problems they solve.
Marketing to your client's problem is a deceptively simple breakthrough concept. It is so simple that in most small businesses applying this one strategy just requires using this knowledge to the front of the stage and putting discussions of processes in the back stage.
It is deceptive as it can be difficult to change old ways of thinking and making this mental shift can make a world of difference in the effectiveness and profitability of your business. As a service professional I am sure you are serious about the work you do and are proud of it and the quality you provide.
Reeny Carvotta Barron an Intuitive Mentor and Coach for women who want to grow their business and live their lives to its full potential. She guides women through a personal discovery to a bigger vision from I Would if I Could to Yes I Can where possibilities are endless at http://www.womencreatingpossibilities.com
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