How to get your ideal clients to beg you to work with them
During my recent travels I ended up in a taxi with an ER Doctor. We were discussing his work and how he makes such a great difference in people’s lives. If people didn’t see him when they needed to, they could literally die as a result.
What kind of difference do you make for your clients? Chances are, even if you’re not an ER Doctor, that you are solving problems that could be life-changing to your clients.
I recently spoke with a business owner who is very passionate about her work. She said her work was as important to her as her soul. However, when I asked her what she was charging for her services, I realized that she put very little value on the work she does for her clients. As a result, she wasn’t charging her worth for her services and her business was more like a hobby than a business, as she wasn’t making much of anything at the time.
When I coached her on what kinds of problems she solves for her clients and what solving these problems means to her, she realized that what she does for her clients is priceless. If you haven’t taken the time to really understand how you help your clients and the results they get from working with you, chances are your potential clients don’t understand your value or buy your services. Ultimately, that means that you are helping less people and having a smaller impact in this world.
So how can you get your potential clients to beg to work with you? First you need to understand the value you bring to them. In order to get clear on this value, ask yourself:
- What kinds of problems do I want to solve for my clients?
- What kinds of problems am I currently solving for my clients?
- Who is my favorite client? How has this client’s life changed as a result of working with me? Write down everything you can think of.
- What is the cost for this client if he/she had not worked with me? This question is going to be the key. For example, if you are a weight-loss coach, think about the impact of your client staying overweight. The result can be poor health, which can lead to discomfort, poor health and ultimately conditions that can lead to premature death. In addition, the emotional strain of not feeling good in your own body may cause this person to avoid social interactions and have less fun in life as a result. What is the price of changing this person’s life? Do this exercise with your own business and you will see the real value you bring to your clients.
So, even if you’re not an ER Doctor, you may realize that the value of what you offer can nonetheless be life changing. If you are not communicating this to potential clients, they will not understand why they need to work with you. Start thinking like you are an ER Doctor. Know your value and why your clients need your services.
If you feel like you could use some help stepping into your power and greatness so you can make the income you desire in your business while making a huge difference, I invite you to apply for a complementary strategy session with me here.
2 Comments
About Vibeke
I believe that the foundation for wealth is inner peace and that success should never sacrifice your health and well being.
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2 Comments
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on December 29, 2013 at 10:39 am
I totally agree with everything you have said here. The key to getting clients to WANT to work with you is understanding the value you bring to them. That has been my biggest struggle. Figuring out what value I bring. In my mind, the value is personalized service. But then I wonder, is that really a value in my clients mind? so my question to you is, how do we know if what we think is the value for our clients is a true value?
xo,
ashley
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on December 30, 2013 at 11:51 am
Thank you for your comment Ashley. I think there is a difference between service and value. I don’t know what kind of business you are in, but when I think of value I think in terms of results or transformation. If you are a coach, it can be inner or outer transformation or both. What kinds of results do your clients get from working with you? If you are a service professional, you are solving some kind of problem for your clients. What is the problem they come to you with and how can you help them solve that problem? For example, if people come to me and say they don’t make enough money in their business and I help them make what they want to make, then I helped them remove the problem of not making enough. They will also have the tools to continue to make money in the future so they will continue to get a return on their investment for a long time. They will most likely have had both an inner and an outer transformation in the process. In other words, they received high value from working with me because they made – and will continue to get many times more in value than what they paid for the service I provided.
I agree that giving great service is imperative if you want to have a successful business and keep your customers. However, I challenge you to also get clear on the value you provide to them.
I totally agree with everything you have said here. The key to getting clients to WANT to work with you is understanding the value you bring to them. That has been my biggest struggle. Figuring out what value I bring. In my mind, the value is personalized service. But then I wonder, is that really a value in my clients mind? so my question to you is, how do we know if what we think is the value for our clients is a true value?
xo,
ashley
Thank you for your comment Ashley. I think there is a difference between service and value. I don’t know what kind of business you are in, but when I think of value I think in terms of results or transformation. If you are a coach, it can be inner or outer transformation or both. What kinds of results do your clients get from working with you? If you are a service professional, you are solving some kind of problem for your clients. What is the problem they come to you with and how can you help them solve that problem? For example, if people come to me and say they don’t make enough money in their business and I help them make what they want to make, then I helped them remove the problem of not making enough. They will also have the tools to continue to make money in the future so they will continue to get a return on their investment for a long time. They will most likely have had both an inner and an outer transformation in the process. In other words, they received high value from working with me because they made – and will continue to get many times more in value than what they paid for the service I provided.
I agree that giving great service is imperative if you want to have a successful business and keep your customers. However, I challenge you to also get clear on the value you provide to them.