Published:
04/01/2012 02:11pm
Attracting More Clients - Clients Aren't Looking For Information They Want Solutions
When talking about their business, many professionals make the HUGH MISTAKE of describing exactly what they do, in mind-numbing detail. "My company has been in business for 100 years and I can do this for you or that for you.
We are the best, the smartest, the greatest and you really can't go wrong if you select us... blah blah blah." Zzzzzzz....you're putting me to sleep already.
Hate to say this, but... SO WHAT! Nobody cares
In marketing you learn to expound on benefits not features, and with your clients you need to learn to provide solutions to their problems rather than information that only gives more questions. In fact, I'll go so far as to say that your clients don't even want service, they want solutions to their problems. Yes, provide good customer service but if you provide the right solutions there won't be any need for anything else.
Your clients don't care about information they care about solutions. If you study your target audience enough then you know exactly what solutions they need. It's up to you to figure out how to provide those solutions. The fact of the matter is that solutions are what will sell your clients, not more information. Everyone is in information overload today, they want their problems solved.
They don't want information, they are looking for solution that will solve their problems. Ask yourself what are your client's problems and how can you create solutions for those problems. What do your clients fear, how can you protect your clients from that fear or eliminate that fear? What do your clients care about, give them exactly what they care about and you'll not only attract more clients you'll keep more clients. Client attraction only works if you're doing the work to keep the ones you have happy and by providing solutions you will do just that.
You can give tons of information to a client but the nuts and bolts are that the client really wants you to solve their problem, fill their need, answer their prayers, and be a solution. Think of it this way -- People do not want to buy a computer software, they want to do their books. They don't want to, higher a caterer, they want to have worry free fun party with family and friends. It's really that simple, provide your current clients with solutions, and ensure that your future clients understand that you solve problems.
If you're a service provider you don't provide services, you give free time and organization. Your clients want free time and to be organized, they don't want a typist, or a writer, they want someone who gives them more time. As a service provider you offer that. If you're a coach, you give your clients the tools to lose weight, start a business, or whatever your expertise may be, you fill that need with a solution that gets results for the client not take more of their time providing even more information.
If you can practice describing what you do in terms of the solutions you provide and the benefits you offer rather than the features and information you have you'll attract new clients, retain more clients and be busier than you've ever been before. Try writing down the solutions you provide your clients right now so you won't forget.
Small business expert and author Linda Hampton founder of "Attract Clients Out of Thin Air." Linda teaches smart, simple ways boomer women can use their skills, knowledge and experience how to attract more clients, create profit-making products and services, make more sales and ultimately live the life they desire and deserve. To learn more about how to Attract Your Ideal Clients sign up for more FREE tips like these, visit her site at: http://clientattractionmentor.com
