Step Into Your Client’s Shoes

September 30th, 2014 by Sheryl Kosovski Filed Under: Articles

Imagine You Are Your Client.

What Would It Take To Get You To Buy?

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Painting by Gordon Smedt

If you are like most of my clients, marketing is the part of your business you wish you didn’t have to do. In truth, though marketing is just letting people know who you are, what you do, and why you’re good at it.

Put yourself in your client’s shoes for a moment. Imagine that you’re going online looking for something that you need. Google gives you a list of a few companies that offer what you’re looking for. How do you choose who to buy from?

Most likely you look over their websites and check their pricing. (If they’ve put their prices on their website.) Then, if you are like me, you probably get stuck there. If they have testimonials on their websites you can see how past clients feel about them.  We all prefer to work with people who are recommended, but we prefer those recommendations be from people we know and trust. If they have some kind of giveaway on their website, an article they’ve written, a video or webinar you could download that to learn more about them. If they’ve written articles for publications you’re familiar with, been recommended by a group you recognize or were published in a magazine or newspaper that helps. It’s hard though to trust someone you’ve never met or heard of before.

To get clients to buy from you they must be able to see that you know your business, keep your word and are worth the money. To create this trust your marketing materials and products all need to show that you’re an expert at what you do, are honest and likable. This is especially true if they ‘re going to be working with you for a prolonged period.

 

Here are three things that you can do to help your clients feel more comfortable buying from you.

 

1. Decide WHO you will work with and WHAT problems you help them solve. Without this step you will not know how best to language what you do to attract the clients you most want to work with. This will also help when you develop new products by fully understanding what  your customers are looking for.

 

2. Every time you communicate with your clients, TEACH THEM SOMETHING OF VALUE. This is called Education Based Marketing. This helps your customers see that you are knowledgeable and that you are interested in helping them before you ask them for any money.  Building trust is an important step most entrepreneurs miss.

 

3. CREATE MARKETING PARTNERS WHO WILL RECOMMEND YOU. A recommendation from someone we know and trust is the #1 way we choose who to hire. If you develop enough partners you may not ever have to do any formal marketing again because they will continue to supply you with new business.

 

Fear and doubt stop most of us from buying things we need and want.

 

“Will I get my monies worth?”

Can I trust this person?

Can I trust myself to make good choices?

Will this really help me?

Will I like this over time?

 

Are all questions we ask when we are faced with a buying decision. If you can answer these questions and relieve your client’s fear and uncertainty you’ll be able to get the sale.

That’s it.  That’s the mystery behind how you get clients to buy from you. Keep thinking about all the reasons you might not buy from someone who does what you do and then make sure you answer those concerns in your marketing.

I will break down all of these strategies, help you write the copy for your marketing materials and together we will create a year long marketing plan in my upcoming online class GET MORE CLIENTS. If you want to attract more clients or are just getting your business started, why not register right now? The class is limited to 12 students so it will fill quickly.

 

Click Here for the Details!

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