Client Magnets Official Blog

“Out of all the people I could hire, why should I hire you?” How would you respond, should a potential client ask you this question?

Simply telling them that you will work really hard and do a really good job isn’t really telling them anything at all.

You’ve got to be able to give clients practical, tangible and unmistakable reasons to choose you, and you’ve got to be able to pull those reasons out of your pocket at a moment’s notice.  Here’s how …

•  Identify the end results you have achieved for other clients. Whether your product or service can save a client thousands of dollars, help them to finally quit smoking for good, lose 15 pounds, or increase their business by 50 percent. Clients make their decisions based upon what’s in it for them. Spell out the benefits.

•  Make it clear that what they see is what they get. State the fact, in your marketing material and at sales meetings with potential clients, that the person they meet will be the same person who will deliver the service to them or their end users.

•  Stake Your Reputation. Make it clear that since you are quite literally staking your reputation on the services you provide, your standards, your efforts and your attention to detail are far greater than a provider who draws a paycheck from a larger company.

•  Be able to give the implications of the results your client can achieve in terms of time and/or money. For example, your ability to help other clients quit smoking saved them the cost of a pack of cigarettes a day; over the course of one year, they save X amount of dollars. Or, by purchasing your product, another client gained valuable hours of time, which he used to implement other practices that netted him X amount more dollars.

•  Cite statistics. Potential clients want to know that you are well-informed. Keep up on the latest trends and happenings in your industry. Be able to routinely give examples of studies that show the need for the type of product or services you are offering and the difference the implementation of them made to users.

•  Declare your expertise. The broader you claim your skills to be, the fewer clients you will attract. Clients want assurance that you are the authority on their area of need. Once they know you are, they will view you with confidence and place greater value on your knowledge and skills.

By the time you’ve finished answering their question, the only question potential clients should have left is why they haven’t hired you sooner.

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

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