The most challenging thing I find as a business owner is to really believe that there are great clients out there that will pay you what you deserve and who will respect and adore you.
I have found great clients, I have worked with great clients, but it’s still sometimes a challenge to convince myself that some of the people I have chosen to work with over the years have not been great.
Does that make sense?
I chalk it up to a value thing. Many of us have a very hard time recognizing our own value. Maybe we have had a run of bad luck, or maybe we took on clients that we really didn’t want to work with, or maybe we agreed to do tasks that we don’t really like to do.
Whatever the reason, it’s very easy to get down in your business. Have you ever gone through that? I have, more than once.
And that’s the time that I take out my old marketing training stuff and teach myself all over again … that I am valuable. And that I deserve what I get.
It’s only then that I remember that there are very specific reasons that clients buy from someone.
Here are my 4 reasons why your clients will buy from you:
1. They know you, and they like you. Networking is a huge key of building your business. If you are not getting out there meeting people and connecting with them, then people will not know you well enough to take the leap to work with you when they need your expertise. No amount of marketing can make up for a connection from an ongoing relationship with someone.
2. They know what you do. When a potential client is in the market for your services, the things you say will speak loud and clear to them. So if you are focusing your marketing message on what it is that you love to do, and explaining how you can help your clients by doing that, the people around you will hear you. It’s imperative that you are crystal clear on how you specifically support your clients. When that message is conveyed to someone in need, they will buy!
3. They understand your value. It’s not always about money. Well it is, but it’s not always ONLY about money. Describe and promote your services in terms of the value you provide and it will speak much louder to someone who is in need. The things that they need right now is the thing that they will pay any amount of money for. But it has to come across as value to them – not dollars per hour.
4. The timing is right. No one will ever buy from you when they just don’t need what you are selling. They have to be in a position to really need the services you provide, and that is half the battle to bring them on as a client. You can do all of the other three things on this list, but if the timing is not right you will never make the sale. So make sure that you are consistently marketing and networking, and you will be in the right place at the right time.
You need to craft your message, meet the right people, connect with them, clarify your message, and show your value … all the time. It’s not as challenging as you think it is. It’s actually quite easy.
When you take baby steps and do them on a consistent basis, that’s when you will see the results.
For more information about understanding great clients, check out my audio: Understanding Your Target Market