Whether you are just starting your business or focusing on growing it, Im sure you are like most small business owners you are looking for ways to get more clients and customers. There is a lot of information out there on selling, persuasion tactics, and gimmicks to get people to buy. I am suggesting a radical shift in perspective when thinking about the question: How do you get more clients and customers? Dont sell be of service. People hate to be sold stuff, but they are always buying services and products. Using the techniques of Attraction Marketing you will be able to connect with your perfect customers, be very clear on how you want to be of service, how to listen to what their challenges are and the solutions they are looking for. Your primary focus will be building a relationship not just making one sale. This will impact every area of your business focus and actions. Prompting you to step back and reevaluate why you are in business, what you want your business to do for you, what you want to do for your customers and clients and how you want to make a contribution. With this clarity you will also be able to answer the most important question: what am I passionate about doing? What business focus would be really fun for you to have, what is the business that will make you excited to get up in the morning and satisfied when you go to bed. What will give you the time and income level to do the other things you are passionate about in life and still be rewarded by a business that has money flowing in even when you are on vacation. When you come from the perspective of Dont Sell Be of Service its important to attract your perfect clients and customers in a way that fits your natural action style. So if cold calling terrifies you, dont do it. Think of different strategies you can employ where you can be one hundred percent authentic. Remember if you are silently squirming inside you cant be authentic, so pick strategies that play to your strengths. Do you like writing, having conversations with small groups, sharing information about your product or service in a teaching style, do you like to do demonstrations, or make prototypes that show off the most interesting components of your product or service... Spend a few minutes brainstorming about all the ways you effortlessly show the passion you have for the solutions you provide and the positive impact they can have for people, you will find a number of different ways in which you can connect and be authentic. You are not selling you are starting a conversation. It can be one person at a time or many people and it can be in person, in writing, over the phone, through a virtual medium... Market research can be as simple and as powerful as listening to what people have to say. Take an interest in them, listen with the only intention being to hear what they are saying, what are their challenges, what would be a perfect solution for them. I can guarantee you that your perfect clients and customers are giving you valuable insights every day; they are just being lost because you are not listening. People like to be asked what is important to them and this is a great way to start a relationship with a customer or someone who could be a great referral source for you. You are clear on your different niches, what solutions you provide for your perfect customers and clients, now you start attracting them through different forms of marketing. Two things that are very important to remember, first you need to connect with the people you are attracting so you can turn the perfect ones into prospects and start building a relationship. You do this by getting their contact information and always giving value every time you connect with them. Second, your perfect clients and customers will come to you at different stages of readiness, so you need to have different levels on which you can connect as you build the relationship until they are ready to take action. Just as it is important to give value every time you connect with your prospects and customers it is important to honor the value you are giving. You want to make sure that while being of service you are not giving away the store. That means having your pricing reflect the tremendous value you bring to your client and it means not discounting what you do in an effort to make one sale. Build into your business model several different revenue streams, and many different levels that people can buy the solutions you are providing. This will create a varied stream of perfect prospects and money flowing in from different areas, so you can release attachment to any one sale and concentrate on your passion in business and being of service. This will make you magnetically attractive to your perfect clients and customers and you will have a continuous flow of new and repeat business. |
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