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Have you ever had that thought before?
The people you speak with just don’t “see” how your service is worth the investment.
And you find it really hard to convince them they need it, because they’re getting on fine without you.
So what to do when no-one you speak to seems to share YOUR level of enthusiasm for what you do?
Here’s a quick tip:
First, understand why people buy.
It’s not because they want to own the “thing”.
(Services aren’t even tangible so that was never going to be valid anyway.)
It’s because they want to solve a problem and achieve a certain outcome.
There’s so much relief in knowing this because,
You no longer have to spend your days arguing or convincing to earn a living.
All you need to do is demonstrate how your service solves their problems,
It’s really as simple as that.
When you make this change, you’ll quickly see how previous “hard-sells” become “easy yesses”.
If this makes sense “intellectually”, but you feel like you need help putting it into practice and making it all work,
you should check out the 13+ training videos I’ve recorded, detailing exactly how to do it, step by step.
You take a look at your calendar to see what’s happening today,
But disappointingly, all you see is white space.
So that repeating thought comes up in your mind again:
“What the heck am I supposed to be doing to get more business?”
So what do you do about it?
You turn to Google for answers, and here’s what you find:
On the surface this seems like really great stuff:
“Wow, look at all the ways I could get clients!”
But if you’ve ever read articles like this and tried following this advice, you’ll soon realize this:
There’s no way any sane person could do all of this stuff.
Not only will you totally exhaust yourself trying to manage all these different ways, but it’s also really ineffective.
Aside from the fact that many of these ways won’t work for your type of business,
It’s much better to do one thing well, than to dip your toes into 20 different things.
Think of it like this:
You’ll get a lot further by going 20 miles in 1 direction, than 1 mile in 20 directions, make sense?
That’s the reason I first take stock of the strengths and weaknesses of each client, before strategizing any kind of client-acquisition activity.
I’m very careful not to set them up for failure by giving them a strategy that they simply won’t be able to manage.
No doubt, they’ll get access to exceptional sales and marketing training and advice by working with me, but none of it will be of any use if it’s not something they could run with.
I’ll give you an example:
One of my clients is absolutely smashing it on Youtube – he’s literally generated over 500+ consultations since Jan, and filled his premium programs from a channel of only 2k subscribers.
Do I recommend he goes on Instagram?
No! That would be terrible advice.
Why should he, when he’s doing so well on this platform?
That’s why it’s important to plan your activity carefully and avoid generic advice.
It’s all about assessing what you’re good at, and where your very real limitations are.
So if you read this far, can relate to these struggles and feel like you need help figuring out what you should be doing each day to get clients and grow your business.
You’ve probably heard of KLT?
Short for “know, like and trust”.
Many Marketers swear by it.
It’s said your prospects should feel this way about you in order to buy.
And while there’s no denying how important it is to be seen in this regard,
They are not prerequisites for making sales like a lot of people say they are.
Here’s a simple litmus test:
How many of the hundreds, if not thousands of people in your network that you KLT, have you ever bought something from?
A handful, maybe a little more or less? How so?
Sometimes you may even choose to buy from someone that isn’t so close to home.
For example, you might want to avoid risking a relationship due to the product/service failing to meet your standards.
The point is not to get distracted from what actually makes people buy, due to a myopic focus on getting KLT’d.
The priority should be to solve the right problems; if you can do that, people will buy.
KLT will give you the edge when a prospect is deciding between almost-identical options.
In that case, of course, it’s easier to go with the provider that they most connect with.
But not without first ensuring the problem and solutions match.