You are convinced you have a valuable professional service to provide. But how do you convince potential clients that you are worth their investment or time and/or money?
Follow these seven steps and you will attract more leads and turn them into clients.
1. Know exactly what you provide to others.
Here is a great exercise: choose two or three words that explain the essence of what you do. You will use those words to express to everyone what it is you can do for them—this is your “verbal business card.”
2. Be proud of what you do.
If you do not love what you do, are not proud of how you do it, or don’t feel good enough about it to tell the world, it will be difficult to be very attractive to others. Others will be drawn to you and want to know more if you can honestly express true passion for what you do.
3. Become a model of what you’re selling.
You’ve heard the sayings “practice what you preach” or “lead by example.” Become the walking brochure for what you do. This will allow you to tell and not sell your product or service. Customize what you are selling so that it fits you perfectly.
4. Have something to offer every potential buyer who has an interest in what you offer.
You will not sell your top of the line product or service to everyone. So be sure to have different levels of service at different price points, including free. Be sure everyone walks away with something of value. As they gain confidence in you and your service, they will be more likely to return for the next level.
5. Tell clients what you want them to do and how they should do it.
We are faced with hundreds of choices daily. Simplify the decision-making process for your customers by expressing the benefits of what you are offering in a way that relates to them. They need direction on how to fully utilize and benefit from your product or service, so educate them along the way. Either during the selling, using or receiving of service, continues to provide direction that will make their choice crystal clear.
6. Tell clients all the value they are receiving.
Be sure to express the value that is not apparent. What is it bringing to their lives that they did not previously have? Remind them often. If you tell your story well, they will begin repeating it, thereby bringing you more referrals.
7. Develop a system of various ways to help people learn about you, what you offer and the benefits they will receive.
Then make it easy for them to receive additional information if they want to learn more. A good system will allow you to spend about 10 percent of your time telling your story, minimizing your selling time. The bottom line is that if you truly believe in what you have to offer, then others will also believe. Be shameless in your marketing, focusing on informing rather than boasting to everyone.
Looking for more great tips to help grow your personal brand? Visit our list of branding services. Or if you have additional questions, send us a message directly at [email protected].
