What to Deliver to Get More Clients
Heather is the Founder of The Savvy Community. She helps female creative entrepreneurs all over the world create and grow a savvy business that combines their smarts and heart. She is a business mentor who believes your business should fit in your life and you should not be forced to fit your life in your business.
Girl, with the new year in full swing, one of the questions I keep getting a lot as a business strategist is “How do I get more clients and make more money this year?” We all want it to be as easy as 1-2-3…and it can be if we work on these three keys to determining what to deliver to get more clients.
Identify Your Dream Client
Who is your dream client? Describe them in full detail. Visualize them.
You may have worked with them before or maybe you want to work with them. You have to be really clear about who this person is or is not. If you don’t have clarity on this first step, you might end up in the trap of the “not so dreamy” clients. Don’t get mad at them though, they are not bad people, they just don’t want what you are offering the way you are offering it. You attracted them, so go back to the “find your dreamy client” board, stat.
Tip: if you are a new business, think about the type of people you want to work with, but even better, just start working with some people. You will quickly find the qualities of the people you want to work with and the people that you don’t.
If you have had clients before, go back and figure out which ones you loved working with and why. Do the same for the clients you didn’t like working with and determine why.
And remember, you will attract what you put out into the world, so if you are a negative Nancy, don’t get upset when your clients turn out to be negative Nelly, Natalie and Natasha too. Or if you are a no-systems- having Nicole, you have work to do. Don’t blame your unorganized client when you have no processes to guide them. You want a dream client, they want a dreamy expert to help them.
Determine Their Problem
Now that you have identified your dreamy (and your business is ready for this type of client), you have to determine their problem.
Dreamy wants _______________ so that they can _______________________.
You have to fill in those blanks with a specific need or desire and then know what it will allow them to do or feel.
For example, Dreamy Dana wants a financial plan so that she can know where her money is coming in from and going each month, how much to save and where to invest.
Deliver Your Solution
Finally, after you have identified your dreamy + determined her problem, you have to deliver the solution. What is it that you will offer to solve their problem?
Your offering needs to be something they want to invest in and you have to illustrate how your product or service with help them solve their problem. But you can’t just show them the product or service, you have to communicate how it will better their life.
For example, Dreamy Dana wants a financial plan so that she can know where her money is coming from and going each month, how much to save and where to invest. You can deliver her a financial plan, but if you really know Dreamy Dana and want to solve her problem, you will give her more than just the financial plan, you will give the experience of a spa day instead of finance hell.
By now, you may have figured out what to deliver as the solution to your dreamy clients problem, but now you need to know HOW to do it.
Join me in the Savvy Kickstart Challenge: Getting More Clients to learn not only what you need to know about getting more clients but HOW you actually go about getting them.