Attract More Clients By Following These Steps
There's a logical sequence to building a business, whether it's online or offline
There are certain things that must be done in order to see your business grow. By committing to follow these eight steps, you can attract more clients and have the kind of income you want.
1. Get Clear On Who You're Targeting
Before you begin any marketing, you must find your target audience. Do your research and discover who your products or services can help the most. Without a clear understanding of exactly who you're targeting, your marketing can't be effective.
Specializing your approach will definitely help your conversion rate. It may make you nervous to think of narrowing your options, but it's the first step in attracting more long-term clients. Here's one more benefit to narrowing down your focus: each time you specialize a little more, you're able to charge more for your services.
2. Understand What They Really Want Emotionally and Logically
Once you've identified your best target audience, it's time to learn what they really, really want. What do they dream of accomplishing? What keeps them awake at night?
There's no point in marketing your products if you aren't sure what your target market wants. Here's a key concept: people buy what they want, not what you think they need. Get to know your market and you'll find making sales much easier.
3. Package What You're Offering Toward Desired End Results
Because you understand your target market so well, you know the desired end result they'd like to achieve. The closer you get to that desired end result, the better you'll do in business. Package your products toward that result, so that you're always meeting the needs of your clients.
When you're really tuned into the needs of your target market, you'll experience the rush of business running smoothly. You'll stop having to push and shove to make sales and see how it all flows together-the needs of a group of people, and products packaged to meet those needs. What's the takeaway? People don't buy because they understand something, they buy because they feel understood.
4. Create an Irresistible Offer
What, exactly, are you delivering with your products, and what must the client give in return? To be effective in marketing, you need to be able to answer that question in one sentence.
Here's an example: "Give me ten minutes per day and I'll give you the body you've always wanted."
You want to state your offer in a compelling way that has people raising their hands to say "I want that!" Work on developing your one-sentence offer; it will form the basis of all your other marketing.
5. Go Find Your Target Audience
Where do the people most likely to buy your products hang out? Do they congregate on online discussion forums? What publications do they read? Which organizations do they join?
If you've done good market research in the previous steps, you'll already know the answers. Now, go out there and make your irresistible offer to them in ads, talks, comments on forums and whatever way you can that makes them affordably reachable.
6. Practice Great Follow-up
You've done your research, created great products, packaged them to meet the needs of your target audience, and made your offer where they congregate. To maximize all the hard work you've already done, you must follow-up consistently.
What's the best way to make sure that happens? By automating and systematizing as much of your follow-up as possible.
Here's the rule: Always follow up, and find ways to make it automatic.
7. Close the Sale
This one gets stepped around so often, and that's a shame, because it's essential if you want to succeed. Learn how to ask for their business. For some companies, that might mean a face-to-face meeting, and for many others, the entire sales process can be automated. Unless money changes hands, you're not really in business.
Whichever way you chose to close, you must give your prospects enough information that they can buy with confidence. Automate that information-sharing as much as you can, with webpages, sales letters and brochures, so that you can expand your impact in less time.
8. Make Additional Offers
The bulk of your profits are going to be made from additional sales to satisfied customers. You've already built a relationship with them and they know you can be trusted. Create products you can offer them as you continue to listen and hear what solutions they need.
These long-term clients give your business stability, and you're not out chasing new clients constantly. Learning to make additional offers will make the difference in whether your business lasts.
Following the eight steps puts you on the path to attracting more clients and earning more income. Keep working through them until you've perfected your products and your offer. Automate as many of your processes as you can, and don't forget to offer additional products to satisfied customers. By doing so, you'll be on the road to the income you want.
About the Author
Bernadette Doyle is a marketing specialist who helps entrepreneurs become client magnets and attract a steady stream of their ideal clients. She publishes a free, weekly newsletter for trainers, speakers, coaches, consultants, complementary therapists and solo professionals. If you'd like to receive invaluable tips and advice on how to attract clients with ease, register at http://www.clientmagnets.com