Are you struggling to get your first paying clients?
Here’s where you might be doing wrong.
Is There A Market?
Do people need your product or service?
Are they willing to pay for your product or service?
Do they have the ability to pay for it?
These are the questions that you should ask yourself and find answers to BEFORE you create your product or service offer.
If you are not having a hard time getting people to buy your product or hire your service, it could be that there isn’t a market for it.
Targeting Right People?
Are you promoting your product or service to the right people?
If you are selling services to businesses, are you pitching to the decision maker or someone else who has no say in the hiring decision?
Or if you are offering tuition to high school students, should you be marketing your service to the parents or the students?
So, you have to be clear about who your target clients are.
When you market to the wrong people, you will be wasting your time and effort. Your business also suffers as a result.
Getting Your Offer In Front Of Potential Clients?
Even if you have the best product or service, it means nothing when no one knows about your product or service.
So, are you actively getting your offer in front of potential clients?
Or are you simply waiting for clients to come to you?
Let me tell you a story.
My husband’s friend is always the top salesperson in his company.
What’s his secret?
When everyone goes home after work, he would stay back in office and call up every single potential client on his contact list. The next day, he would always have a lot of people come to his office to find out more about what he has to offer.
On the other hand, his colleagues would spend most of the time chatting with each other to pass time because they had very few leads to follow up with.
Do you see the difference?
If you want to get paying clients, you have to be proactive and let your potential clients know about your offer.
The more people you reach, the higher your chance of closing a sale.
Your Offer Solves Their Problem?
We only pay for a product or service that can solve our problem.
For example, we pay for tax services because it helps solve our tax problems. We pay for performance coaching because it can help enhance our performance. We pay for marriage counselling because it helps solve our marriage problems.
So, does your offer solve your potential client’s problems?
First, you need to understand what problem they have and want to solve.
You can uncover that information by talking to them and asking them the right questions.
Here are some examples of questions you can ask:
What are your goals for the next year or the next 5 years?
What do you think is the biggest challenge in achieving your goals?
Why is it important for you to achieve these goals?
Once you know what their problem is, you can craft your offer to solve the problem.
The more specific and customized your offer is, the better your chance of getting the client to hire you.
They Know You Can Help Solve Their Problem?
Now you have come up with your offer.
But, it won’t get you the job if your client is not convinced that you can help solve their problem.
So, what proof can you show to give them the certainty that you can deliver?
Here are what you can do:
- Show case studies
- Share testimonials
- Explain your process
- Give free valuable advice
- Present your credentials
You don’t have to do ALL.
Most of the time, case studies and testimonials are good enough.
If you can share with them how you help another client achieve a similar result, that would be even better.
Because that’s relevant.
It’s important information which they need to make their decision.
All Their Objections Handled?
Sometimes, even if you have a good offer and perfect case studies, your client is still reluctant to say yes.
When that happens, it means you have not yet handled all of their objections.
Ask them what their concerns are.
Is it price? Or is it fear of working with someone new for the first time? Or is it something else?
You can find out more by getting your client to share with you what is holding them back to move forward with the project.
Here’s something you can do to help you get better with objection handling.
Make a list of ALL possible objections that your client might have.
For each objection, you write down your response that is backed up with proof or examples.
Because telling them not to be worried or concerned is NEVER going to work.
Then, what works?
They have to come to the conclusion themselves. And you will help them do that by sharing with them your logical analysis or examples.