It is not a myth or a secret that the best way for your business to grow is through better clients who are delighted with your services and not only want to continue working with you, but also recommend and refer you constantly. But this is precisely one of the most common concerns among independent professionals and entrepreneurs who have their own business: how to do to better reach those clients? Because when we talk about "arriving" we are not just talking about being known but being chosen. Do you agree?
So how do you better reach your customers and thus grow your business? I teach you 3 fundamental steps for you to achieve it:
Tip # 1 - Get to know your customer in depth
Many times the knowledge that you must have of your client and the identified that this must feel with you is underestimated. This is a serious mistake because, unless you are the only one who solves a certain problem in the market and becomes a monopoly provider, your client has the potential to choose among your competitors to stay with the one that seems best to him. And although we often think that this decision is very rational, there are already several studies that confirm that decisions are more emotional than rational, although later we strive to justify them as the latter.
So an excellent tip I can give you to get started is to get to know your customer in depth. And I'm not talking about its main characteristics or what you like or don't like. This speaking of that you know what happens to him, what are his frustrations, his desires and his needs. When you are at a deeper level of connection with your client, you can anticipate their thoughts (yes, and I'm not talking about any mind-tricks) and most of all, you can anticipate and realize their fears. This is not magic, it is something that happens when one has a deep knowledge of another person. The theme is that you usually do not strive as much to meet and connect with your client as you should have done to connect with your partner or one of your closest friends, right?
Investing time (and resources) to learn more about your client will help you not only detect their fears and frustrations, but also anticipate their decisions and the impacts that they entail. And once you share this information with your client, he will realize that you are the most suitable person to help him, because nobody knows him as you do.
Tip # 2 - Create services that those who are going to buy will love
This is a no-brainer, but there are still people who when they design their services do so with little knowledge of the client, and then they ask themselves "why have they not been successful?" For me, the secret is to be thinking about your client all the time as if you were yourself. This is why mentoring processes work so well, because at a certain point your mentor has been there, and has been through the same frustrations and problems as you and now can tell you how to get out of that pit. Put yourself in their shoes, feel their problem, think how you would solve it if you were in that situation. Create a service that constantly improves your offer, that complements what you have already offered.
Do not be infatuated with a service that you think is super useful or attractive but that has not been successful among your prospects. Find a way to understand how you could modify, transform or even replace it.
Tip # 3 - Stop being a "solver" and become a "transformer"
The key to this is learning to help your clients change their mentality, to improve themselves, to transform their life, their career, their business (… complete here with the subject area you are dedicated to). It is not just about giving a solution (which is essential, of course), but about turning your client into a better version of himself. I'm going to explain it to you with this phrase. Surely you have heard it "the mind is like a parachute, once you open it it does not return to its previous state". If you want a hyper successful business and that your customers love what you offer, stop playing to change places. Better transform the game.
I will give you this example so that you understand it better. A short time ago I was discussing it with one of my clients. His problem was that he did not know how to sell his services and this generated insecurity, shyness and fear of not being able to carry out his business. A very common problem. But instead of giving you a simple solution that you could rationally learn and apply (know your customer, know your product, properly communicate your product, etc.), I taught you my transformation method to help your prospects move into an action situation.
With this method, something in his head changed. It is not just that she learned something new, it is that she changed her mind towards offering her services, she began to see it in a different way (her mind expanded, like the parachute). My client was so amazed not only at the clarity of the method but how it naturally flowed that she felt much more confident and confident in her own resources to resolve situations and objections in the sale (in fact, it was so effective for her that the next day He implemented it with two prospects and they both became clients immediately.)
This is what you have to achieve with your clients to be a true professional and exceptional help. Not only giving them a solution but helping them transform their mindsets so that they then have the ability to find solutions over and over again without depending on you, thus reinforcing their own personal talents.
I hope that these three tips have been useful to you to reach your clients much more deeply and efficiently and create a true community of followers eager to learn more from you. Which of these tips has been most mobilizing for you?
