What do you think are the two key things your prospective clients most care about when deciding if they want to work with you?
They want to know two key things:
1. You can help them
2. You care about helping them
You need both pieces in place. Today we’re going to focus on the first piece. I cover the second piece – you care about helping them – in this blog post.
So how can you easily show your prospective clients that you can help them?
One powerful way to do so is to create marketing messages and content that speak to your ideal clients. You want to show that you understand their challenges, fears and frustrations. Then provide valuable content and programs that addresses those challenges.
Another powerful way to show your clients you can help them is through your Standout Signature System. This is the path you’ll take your clients through to help them achieve their desired results.
Your Standout Signature System makes what you do more tangible. It makes it easier to explain what you do and the results you help your clients achieve. It inspires confidence in your prospective clients that you know what you’re doing, and they can clearly see the journey they’re going to go on with you.
Another important way to demonstrate that you can help your prospective clients is through the use of social proof.
Social proof can come in many forms, such as honors, awards, Facebook comments, photos (of you with some pretty cool people – all the more reason to attend live events), etc.
One of the most powerful forms of social proof is testimonials.
Testimonials help shine a bright line on your special gifts. If you don’t have great testimonials, then you need to reach out to your clients, colleagues and mentors and ask! You want to make it super easy for your clients to provide you with a testimonial. Here’s an easy way to get testimonials from your clients.
Here’s an example of a great testimonial from one of my clients. Where possible include a headshot and website, and pull out a powerful quote to highlight at the top of the testimonial.
You can also ask your colleagues, joint venture partners or mentors for an endorsement. The difference between a testimonial and an endorsement is that a testimonial comes from a client, and an endorsement comes from someone who knows the quality of your work and can vouch for you.
Here’s an example of an endorsement from Milana Leshinsky, who engaged me to be the coach for one of her Mastermind groups.
Case studies are especially powerful as they put the focus on the client’s accomplishment, rather than on you. Case studies show your prospective clients what’s possible when they work with you. They can relate to the story being told and get excited that they can achieve the same results with your help.
Here’s an example of a case study I shared in my program, Package Your Passion With Ease. I showcased one of my clients, Shari, who discovered her ideal niche. Of course, you need to ask for your client’s permission to use their case study.
How do you show your clients you can help them achieve results? Please share your questions and comments below. Thanks!