Something that I have learned to do regularly in my business is to ask my clients and prospects what they need next from me.
. . . To get a sense of where they are stuck and how I might help them get unstuck.
. . . To understand their biggest problems, frustrations and concerns and the words they use to describe them.
Over the years as I have been coaching business owners and service professionals, I’ve noticed that many of them don’t take the time to really get to know their clients at a deeper level.
They don’t make time to ask their customers and clients what their biggest challenges and frustrations are, or what their greatest desires are, and consequently, they suffer from low response and low sales.
Do you know the biggest problems, frustrations and concerns of your ideal clients – the hot button issues of the people you most want to attract?
Surprisingly, you’ll find that the majority of your clients have the same few hot button issues. If you take the time to identify those issues that keep them worried or lying awake at night trying to figure out solutions, you’ll have the information you need to design innovative programs and services to meet their needs.
For example, if you’re a relationship coach and many of your ideal clients are facing a breakup, you could create a free or paid program on “How to Stop Your Divorce”. Or, if you are a sales coach and your clients’ biggest struggle is engaging in conversations around money, you could create a free checklist on “Exactly What to Say During Sales Conversations” or a paid program “5 Step Sales Training To Land More Clients”.
Take the approach in your marketing and entry level programs of being an educator and a problem solver. Teach people simple solutions to their greatest challenges, and you’ll never be without clients.
Provide value in all of your marketing communication and communicate that value in a unique way so that you stand out and differentiate yourself from your competitors. Look for specific targeted solutions you could provide that no one else in your industry is offering right now.
People will always pay to achieve their most urgent desires or to get their most pressing problems solved quickly and efficiently.
Here’s what to do:
- Start by identifying the three to five hot button issues that your clients would place at the top of their list. What are their absolute top priorities? If you don’t know, send them an email or a survey asking them a few questions, or pick up the phone to ask your key clients.
- Then, match what they want with an exact, targeted solution. Brainstorm ideas to create extraordinary, transformational solutions that will permanently solve their needs and wants and position you as the go-to person in your field.
- Think of ways you could provide not just average, but exceptional solutions that will set you apart from the crowd. Look for ways to innovate or improve what you’re currently offering so that it will stand out as exceptional and a real value-add for your clients.
Solve your clients’ most urgent desires so that they will experience exceptional value in a unique way and you’ll end up creating an extraordinary business that makes a real difference and makes you a very good income.
Do you know exactly what your ideal clients REALLY want? I invite you to post your thoughts and comments below.
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