Edited by Alison Carminke
Have you ever tried to connect with potential clients, but they simply did not seem to care? Maybe the conversation started off well, but as soon as you tried to promote your offers, they ghosted you. Or maybe you’ve tried and tried to sell, but nobody was buying your products or services.
Now, of course when it comes to selling, there are a lot of factors you need to take into account. Are you targeting the right audience? Are you self-confident when you talk about your offers? Is the price for your product maybe too high or too low?
Another of those factors is communication. How do you communicate with your target audience? Do you get to selling really fast, or do you try to build a genuine connection first?
I once came across a comparison which hits the bullseye in terms of selling. It went something like this: if you get to know somebody privately and you go out with them on a first date, you don’t immediately ask them to marry you, do you? The same goes for selling. You first need to get to know your customers. Then build a real connection and pay attention to them. And after that, you can ask for a sale (which would compare to the marriage proposal in my example).
When it comes to earning money with your online business, it is essential that you have a client base that buys your offers regularly. Especially if you want to become a coach or run a service-based business, you need to communicate with your customers frequently and directly. However, in striving for success, we sometimes get too anxious and try to convince our customers with what we have to offer, instead of concentrating on solving their problems.
To win customers successfully, you need to learn how to communicate with your audience the right way. There’s one golden rule you can follow to ensure the way you approach your clients makes them feel instantly connected to you.
Concentrate on solving your customer’s problems
As I addressed earlier, it is important to focus on solving your customer’s problem when you talk to them. However, often when we are too focused on making the sale or getting booked by this client, we get too anxious and try to convince them with what we have to offer.
To be honest, your customer doesn’t really want to hear what you have to offer. Most people out there are concerned with solving their own problems, and as egoistical as it sounds, they just want to know how they can feel better after purchasing your offer or working with you.
So basically, when it comes to communicating with a potential client you need to address their problem.
- How can you solve their problem?
- What kind of approach do you take to solve it?
- How are they going to feel after working with you/purchasing your product?
Focus on your client as if they are the only person in the world you really want to help. In this moment, be there for your client 110% as if they’re your best friend that you’re desperate to help.
It’s an approach I love to take and every time I use it, I can see how successful it is. This approach allowed me to start off my virtual assistant business 3 years ago and I instantly got jobs without showcasing my experiences or certificates or whatever.
But I can tell you from experience: 99% of people start with showcasing their offers to their clients instead of really being there for them.
What I can tell you, furthermore, is that my clients weren’t really interested in the references I had or how I gained my experience, once they saw the motivation and commitment I put in the work.
I don’t want you to make the mistake most service providers do, so I hope you follow this golden rule, because it will always make you stand out from your competitors and help you get your first customers.
When you focus on solving your clients’ problems, they will always come back to you for more.
As American civil rights activist Maya Angelou said:
“People will forget what you said. People will forget what you did. But people will never forget how you made them feel.”
And there’s a lot of truth behind that.