Offering Real Solutions

So you know who you’d like to work with, and you know how what you’d like to help them solve or achieve. How do you frame your services as an ideal solution?

Start by asking how do your skills, services, and products naturally address those needs and wants? How does what you do and how you do it become a solution to a problem that your Ideal Client already has?

Then frame your services in terms that align with your Ideal Clients’ values and vision for their lives. Tell them the story of how your offerings fill an important and specific need in their lives, and show them who they’ll be after they’ve worked with you. Then the act of selling simply becomes connecting the dots between what your ideal clients need and what you offer.

After that, you may need to work through your clients’ challenges and objections. The two most common roadblocks are time and money, as you may already know. But when you focus on value, when you show them how you’ll address a key issue, when you prove that you are exactly the person they need to fill a specific and important hole, then it’s merely a matter of figuring out a financial schedule that works from you both.

Honesty Really IS the Best Policy

If you’re visiting this website, you’re likely a heart-centered entrepreneur who feels called to help and heal. So I realize it’s unlikely that you’ll gravitate toward making problem-solving promises you know you can’t keep or outright lying to your potential customers. But you also need to be wary of making claims you’re not totally sure you can back, or offering specific outcomes when a range of results is possible.

When you compose your marketing copy or reach out to clients with an offer, make sure you are clear, concise, and upfront about what you know for certain will happen should they choose to work with you. Doing so will help you remain in integrity, AND avoid disappointing your customers.

Know What It Takes

A huge part of avoiding the over-promise/under-deliver trap? Understanding what goes into creating a certain outcome.

Say you’re a yoga instructor who wants to help overbooked clients who just can’t carve out time to get to the studio. A fantastic solution to offer is in-home or in-office one-on-one yoga .... BUT be aware that creating that service will mean more intensive scheduling, more commute time, and focusing on one client at a time instead of a room full of paying students. Don’t create or offer a service that will drain, tax, or overwhelm you … even if you know it’s exactly what certain clients need. Different clients will have other problems that you can solve more easily and elegantly.

And when you find that sweet spot where your gifts and your clients’ unsolved problems overlap, you’ll be amazed by how synchronous your business life will become.

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