- Start off talking to your clients to find out what their overall goals are for their business and personal life.
- What do they want to get in the end? What is their ideal lifestyle like?
They may have goals of learning how to become a real estate investor, starting a business, travel or maybe getting in shape. Be prepared, they may not know what they need, how to start or where to go to work on building their dream. Work with them to discover the desired results they have in mind.
Mitch Meyerson lists the following things consumers want and what they buy in his book “Mastering Online Marketing”:
What consumers want:
People want to be loved.
They want to enjoy good health.
They want to be entertained.
They want to be popular.
They want to keep their children safe.
They want to be challenged.
They want to feel sexy.
They want to look young.
They want to be rich.
They want their pain to stop.
They want more freedom.
They want to save time.
They want to be respected.
What consumers buy (features):
They buy promises you make. So make them with care.
They buy your credibility or don’t buy if you lack it.
They buy solutions to their problems.
They buy wealth, safety, success, security, love and acceptance.
They buy consistency they see you exhibit.
They buy value, which is not the same as price.
They buy certainty. They buy your identity as conveyed by your marketing.
They buy good taste and know it from bad taste.
They buy the confidence you display in your own business.
To be effective in helping your customer to their desired end result does not have to be in your area of expertise. You are a wealth of resources, but right now just listen. This is a great way to set you apart as a good listener and position yourself as a good source for referrals. Keep the client’s best interest at heart; you may have to refer them to another source that is able to meet their needs.
Are you clear on what you do and how you can help others? How can listening make your job easier? Are you prepared to present your services and ask for the business? Do you have reliable and trusted sources to refer customers to?
~ To be a leader we have to first be clear on where we are going.
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Pharice Brown & Associates, LLC focuses on consulting aimed at increasing efficiency, creation of value and determination of strategy in both the public and private sectors. We manage corporate issues including marketing, business growth performance and administrative management.
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