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“How do I attract clients/customers?” is a question that will always be around, for our customers and clients and also for us as marketing consultants, because no matter what’s going on, we need to have customers and clients who want to use our services and products.
Attract Clients With Power Positioning Systems
Creating instant rapport is a must and that can be a challenge. Beyond that, there’s the issue of building believability and credibility and all this is before you even have any discussions about helping the business prospect.
So how do you do it?
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Watch the ‘Power Positioning System’ video below
You can use a variety of methods (as I explain in this video) but one constant is that you want to pave the way for a number of things to happen:
- You want those you can help to start to identify themselves
- You want those you can’t help to move on so you don’t waste time talking to the wrong kind of prospect
- You want to start establishing the value you can offer immediately
- You want your ideal clients and customers to start pre-qualifying themselves as a good fit for what you have to offer
- You want every contact point to ‘leak’ the right message about you and your marketing and consulting business
- You want to get people ready for the next step of possibly setting up an appointment with you to discuss their marketing problems with you
These are just a few of the things that you must have happen ahead of spending time with potential clients
In this video on attracting clients you discover one of the methods that I use when engaging business owners who are not yet clients but who have shown an interest in learning more about how to solve their marketing problems
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http://instantofflineguru.com/DoneForYouSolutions/p2p2.mp4
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Add Value First
Show Businesses How To Calculate Lifetime Customer Value
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Working With You And Your Asking Fees
…Become a Non-Issue
offering visibility selling
Hey Bayo,
I really liked this Power Positioning video. It’s tough to find specific sales strategies, tools and scripts for offline consultants. I’ll be watching you closely from now on!
Roger Auge
President
AIM 2000 Inc. Canada
http://www.profitaugmentors.com
Roger,
Glad you liked it and you are right about a lack of sales strategies. What I concentrate on are strategies for specific situations (primarily service businesses) but they can be used to work with businesses that offer products. Working with service businesses is more lucrative because they ALWAYS need business.
Bayo
That really had not clicked for me Bayo, the fact that service businesses over the long haul can really be lucrative. Then again, I guess it all depends on the industry, their location, and their margins.
Say I’m working with small project contractors like those that specialize in building fences and decks; the margins might seems to be high, and in most cases they are depending on the city they are located in. But the margins can fluctuate wildly depending on location, so the lifetime value of a new client could change so much that a lead can either be worthwhile selling in some places, but in my case, in our smaller city here in Northern Ontario, Canada, the cost of products associated with building a fence and deck, and the labor costs being quite high, would not make that contractor as viable a client as say…a contractor who specializes in fire damage repairs who is working directly with insurance companies, who will often pay higher costs to get the task done today to get the family back in their homes as quickly as possible, to save family accommodation costs for the insurance company. I’m not sure if that run-on sentence makes sense lol
I’m curious to know if I could get a chiropractor to sign on as a client for 1k/month or more. I’d really have to sell them on the lifetime value of a client despite their margins not being that high, but I like the idea that you’re focusing on one vertical and becoming a specialist at it!
Roger
Hi Roger, great question.
Expecting “everyone to be a business prospect guarantees that no one will be a client.” This is where so many offliners get it wrong and the reason behind it is clear. Everyday a different offline related product comes out that appears to be the ‘Blue pill‘ that will allow anyone to provide products or services that could be classified as ‘killer’ offline services. What people tend not to do is stop and ask themselves “How is this or can this help me with my niche clients?”
The assumption is that you already have a niche or niches you either want to operate in or are already involved in.
The factors you mentioned are important, e.g. locale etc, however, even when operating in places with relatively ‘small’ populations e.g. 75,000 (like my main location), when you focus and are specific in what you do, everything becomes easier, your marketing, becoming visible, being seen as the best solution etc.
With Chiropractors, there are a whole number of custom solutions that you can offer for $1,000 easily. The key is for them not to be ‘commodity’ type services i.e. things they can get from just about anybody and anywhere.
My recommendation is that whatever you do, never offer a service that the business prospect can simply go online or call up someone they ‘think’ does the same as you and as for a price. You know you’re on the right track when what you offer makes businesses think, solves their wants and challenges and differentiates you from any competition, real or perceived
Hope that helps.
Bayo