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Find Out What’s Keeping You From Your Ideal Clients…

Posted on by admin in Branding

compelling brand for womenWe all have that favorite client we’re dying to replicate. Once I discovered my IT Factor (intentional target)—A.K.A., my ideal client—there was no turning back.

IT Factors are enjoyable to work with, they see your value, they’re willing to invest in you, they trust you enough to let you do your job, and they’re engaged enough to aid the process and make the most of your services. They stay in your funnel and even refer you to others. They’re the best!

The only downside of discovering them is that, naturally, you want more. Here’s why you may be missing more of these diamonds in the rough:

You’re too focused on yourself.

Before you can offer your services to someone, you’ve gotta know what their underlying wants and needs really are. If you’re too busy talking about yourself or your business, you’ll miss the opportunity to really LISTEN. That’s where the magic happens. That’s when you can swoop in and problem solve for them via your services (or refer them to someone who can).

So, instead of talking AT your prospects, ask questions and listen. Be generous. Be helpful. Most entrepreneurs—particularly the really genuine ones you likely wanna work with—appreciate and remember when someone’s taken the time to help them with no expectation of getting something in return. Build a reputation of service and you’ll attract the same kind of loyalty and generosity in your prospects. Listening will also help you discover more about who those dream clients are, where they spend their time, and what they need most, which will help you better serve them AND give you direct access to similar prospects. That insight can also help you target them more effectively in your marketing.

Your messaging isn’t clear.

Do your prospects know exactly what you do and how you can help them? If not, you’ll lose them before you even get to your request for business. Messaging is how we represent our work. Is your elevator pitch strong? Is your web copy clear and concise? Can you easily express what makes you distinct and valuable for that prospect? Are you painting a clear picture of how you can help them?

If you’ve ever stumbled or rambled at the “what do you do” question, you know what I mean. Nailing your value proposition not only helps your ideal prospects understand what you do, it reminds YOU of what you do and why it’s really valuable. That gives you confidence in the moment and the ability to share your best attributes authentically. THAT’s what sells.

Your systems are too complicated or confusing.

Put yourself in the client’s shoes. What’s your onboarding process like? Are you making it as easy as possible to work with you? Do they know what to expect? Are you taking too long to respond? Do they feel taking care of at every turn or are they now lost in the shuffle along with your other clients? Are you rolling out the red carpet when it comes to servicing them? That can mean something as simple as sending handwritten thank you notes.

If you haven’t already, spend some time creating systems and documents that streamline the process for both you and them. Once refined, you can repurpose them for all your clients. You can also use this as an opportunity to leverage any concerns you have by setting clear guidelines and boundaries from the beginning. Taking the time to thank them for their business, onboard them, manage expectations on both ends, and establish a positive working experience is a win-win.

You’re missing opportunities to upgrade your current clients.

Every diamond was once a lump of coal. If you’re willing to exercise some patience and graceful persistence, you may be able to find your most ideal clients right where you’re standing. In other words, sometimes existing clients are actually ideal ones waiting to be developed and discovered. These gems may be a little rough around the edges but they’ve got potential. In these cases, the courting occurs a bit differently.

Start by identifying why they’re not yet at top client status. What’s missing or not working? Next, make any requests that would have the process go more smoothly, whether it’s asking for more money or to not be called on weekends. Standing behind the way you work exudes confidence. Doing it from the standpoint of service and workability (i.e., it works best for your process and ultimately your clients to XYZ) creates that balance between being accommodating and being firm. When done with the client in mind, these conversations can actually be experienced as an added level of customer service.

 

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