Could you use a few more clients or customers?
If you’re like most entrepreneurs I know, the answer is a resounding YES! But you may be baffled about how to make it happen.
You know there’s many components to finding new customers. In fact, you’ve done a lot of them.
You’ve got a great website. You’ve spruced up the copy. You’ve had it all branded. You have your services listed with clear calls to action. You’re active on social media and people tell you they love your site… but you’re still barely making ends meet.
If you think you’re something missing, you’re probably right.
I’m going to tell you the reason you’re likely not getting as many clients as you want and exactly how to fix it. Because when you fix this problem, the clients start rolling in and the money worries begin to fade.
Why No One’s Buying
I’m going to cut right to it.
The reason no one is buying your services is because no one wants to buy services. In all seriousness, people don’t want “coaching” or “3 hours of copywriting.”
People want solutions.
Think about it. If you want to get your finances in order, you’re not looking for a financial coach. Instead, you’re looking for the solution to your financial problem.
If you want to sell your book to an agent for big bucks, you won’t hunt for a book proposal consultant. You’ll hunt for the person who can get you a deal with a bunch of zeroes on the end.
As a coach, consultant, designer, SEO expert, or writer, it’s easy to fall into the trap of thinking people are looking for us. But they’re not! They’re looking for a solution to their _______ problem.
So if you’re selling your services and not getting results, stop! Instead, show them that YOU are the solution to their problem.
Stop Selling Services and Start Selling Solutions
Here’s how to change your offers to entice new buyers.
Look at what you do and pinpoint the exact solution you provide to your customers. Start by asking yourself these questions:
- What issue is my ideal client/customer facing?
- What’s the end result they’re after?
- What’s their dream solution, the one you’re so perfect to provide for them?
Notice what your target people are really craving, and look at the world from their eyes. If you spend enough time thinking this through, it will eventually dawn on you exactly why you’re so great at what you do, and why YOU have the solution your clients are after.
The best part is, as you write it all down, you’ll be able to craft killer copy that makes more people want to hire you!
Lure Them In
Once you see that you’re selling solutions instead of services, it’s time to make your solutions even more enticing to your customers.
The trick? Tell them exactly what it will take to get them the results they’re looking for.
For example, if you’re a personal trainer and someone wants you to help them prepare for their first marathon… what would you tell them?
- Option A: They’ll need 24 training sessions with you.
- Option B: You can get them from couch potato to soaring across that finish line in 6 months.
Option B, of course! It’s far more enticing to buy “Couch Potato to Marathon Finish Line” (woohoo!!) than “24 personal training sessions” (boring!).
Once you’re clear on what solution you solve and how long it will take to help a client solve that problem, you’ll have a clear, compelling offer that someone will be hungry to pay you for.
When you’re this clear, it’s also easier to talk about what you do during networking events. And we could all use a little help with those networking events…
It’s Your Turn
Could you use a few more clients and customers? Do you see how changing your offers from services to solutions could bring more paying customers to your door?
It’s time to change your services into solutions, telling customers exactly how you’ll help them get the results they desperately want.
And then, all of that social media, newsletter, list-building stuff will really start to pay off!
Now, go make it happen!