Client Magnets Official Blog

You may be fully aware of the tremendous difference that your services make to an organization or an individual, but you have to find a way to link that difference to end results.

One of the really important things you need to do in your business is identify the results you achieve.

One way that you can ascertain the results you’ve helped a client achieve is to go back and ask them. If your contact has told you that since they used your services or product, they got X number of results, find out the implications of those results – in terms of time or money.

I did some negotiation skills training for a client, who told me, “it really made a difference.” That’s all fine and good, but I asked them to quantify what difference it made.  In their case, they were able to measure what their goodwill budget had been the year before compared to the current year, and I was able to get a statistic from that.

If you’re a coach, and you’ve been able to save a particular client 2 hours every week in their work week, that’s valuable time over the course of a month or two. But, if you factor those hours at the rate that client gets paid, it could work out to your helping the client make additional thousands of dollars a year.

You have to look at what you’re doing in terms of increasing sales, or reducing cost, or saving time, and then work through it that way. Calculate what the net benefit is for the client. Always remember, clients make the decision to buy something based on the benefits.  You may need to do a bit of research to make those connections.

Think of yourself as a salesperson who is putting together a presentation that quantifies all the benefits. Or, as a bit of a lawyer, arguing in court and putting together a case. You have to bring together different pieces of information and statistics to make your argument.

It’s not that you’re stating you are definitely going to help a client save this amount of time or money, but you’re getting people to think in terms of end results for their business.

To get your potential clients those results, you must first prompt your existing and satisfied clients for a specific answer about how your service benefits them. Be willing to go back to your contacts and talk to them about the difference you’ve been making. Ask them to quantify it.

They won’t think about it until you ask them. But, by asking the question, you’re also raising your value in their eyes too.

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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