onestepfurther.co.uk - Quickstart - Do You Help Your Clients Choose You?



	Quickstart - Do You Help Your Clients Choose You? (Please add bev@onestepfurther.co.uk to your address book so your issue of *Quickstart* reaches you each week. *Quickstart* *Grow a Profitable Consultancy and Still Have Time for a Life* In this issue Note from Beverley - *NEW* - Your Ideas Bank One Step Further - Do You Help Your Clients Choose You? Upcoming Events - Clarity, Focus and More Clients Personal Reflections - Motives and Action Note from Beverley You know how you can spend so much time looking for that one nugget that will change your business dramatically? You know how you are consistently searching for the "right" way to shift your business success forward? Well how would you like to be able to go to one place to find out those answers? Welcome to the Ideas Bank. A place where you can contribute your tips, pearls of wisdom and knowledge that you have found of value. We all share we all gain. How will it work? Well each week I'll ask you to share your ONE special tip, idea, story or nugget with the rest of us and in doing so we'll all benefit from additional knowledge to help all our businesses. Now of course this will only work if you all play so to start off this week... ...drop me an email with your ONE nugget on the subject of REFERRALS. It can be anything and everything. A story, a one liner or the most valuable advice you've ever had, so long as is it on the topic of REFERRALS. So go ahead and send me an email to bev@onestepfurther.co.uk with Ideas Bank in the subject line, your ONE nugget and a ONE liner about your business. To read one of my own favourite referral stories go to The Dorchester Experience. Let's all play and let's all benefit Have a good week Beverley bev@onestepfurther.co.uk +44 (0) 1344 625713 www.onestepfurther.co.uk Author of Take Control of Your Time: 7 Straight Shooter Strategies for Success Buy the ebook and/or become an affiliate and earn some extra cash One Step Further With the explosion of choice for companies in all areas of consulting, how do they choose whom to work with? Why should they choose you over all your competitors? What will make the difference that will pull them towards your services over anyone else’s? Here are 3 things you can do to help your ideal clients choose you. 1. Be Clear and Specific About Your Unique Promise of Value "We do this" and "we do that" and "we're fantastic" is out of date, out fashion and very "so what" marketing. People that are buying your services want to know exactly what they are buying and how what they are buying will help them. So let them know how you can solve their problems, let them know how you will help them and let them know how you differ from your competitors and why that should matter to them. Attract their attention with messages that connect to them in their language. OLD - Example 1 - "I'm a marketing consultant" (So What?) NEW - Example 1 - "I help software companies leverage their brand to increase their profits". (Tell Me More) OLD - Example 2 - "We design websites" (Yeh, you and a million other people!) NEW - Example 2 - "We attract your customers to you - first" (So how can you do that for me?) 2. Create a Picture Bland presentations and rambling "pitches" are not client friendly. Think about how you can create a picture in your client's mind of how it WILL BE after using your services. Take them into the future and describe the new situation they will be in when they have worked with you. Tell them stories about how you have helped other companies. Use metaphors, visual pictures and anecdotes to help them see what their business will be like. If they can see it they start to feel a connection to the outcome and therefore are more likely to want to have it. 3. Lay it on the Line When clients are investing hundreds or thousands of pounds/dollars in your services they want to know exactly what they are paying for. They need to be assured that there are no hidden extras, no surprises and certainly no problems with working with you. So be up front, honest and authentic about how you will work with them, what you expect of them and what they can expect of you. Be clear on outcomes, process and involvement and be absolutely sure you can and do deliver what you have agreed. Be clear about what's in scope and what's out of scope and be bold in your positioning of what investment is needed to deliver those results in terms of time, resources and money. Help your clients to take conversations with you One Step Further Upcoming Events * Do you want to attract more ideal clients? * Do you want to get more focus in your business? * Would you like to have some effective and simple tools and techniques for consistently gaining new clients? * Is 31 May available in your diary? Reserve your place NOW for this one-day workshop Date: 31 May Time: 0930 - 1630 Venue: Heckfield Place Near Reading and Basingstoke Investment: £147+vat Your business will grow and you will finally find tools you can put into use immediately. Come along and change your business for the better To find out how you can get more clarity, more focus, more great clients, and to reserve your place click on MORE BUSINESS PLEASE Invest in you and you invest in your business. Intention is all very well but only ACTION gets results. Personal Reflections In the book Empires of The Mind, Denis Waitley talks about motivation being a contraction of motive and action. "An inner force that compels behaviour, it comes from within not from any external circumstance" One of the things some of my clients say to me when we start working together is "I want you to help me with my motivation" or "I want you to motivate me to take my business to the next level." Of course my reply is always the same. Only you can motivate you. What I can help with is helping you to understand your drivers and values so that you can reconnect with what made you want to start your business in the first place. Quote often what I find is that no consideration of WHY took place at the outset of their business. The focus was getting clients and getting money, being able to pay the bills and getting busy doing! No wonder then that so many people when the going gets tough or things don't go the way they want, have no motivation. Many times it's because they don't know what motives will drive them to action. Knowing WHY is crucial. Do you know why you do what you do? Do you know the bigger purpose of why you run your own business? Best Regards Bev bev@onestepfurther.co.uk +44 (0) 1344 625713 PAY IT FORWARD & Tell a Friend Who do you know that's left the corporate world and set up business as a consultant? Have you received *Quickstart* from a colleague and would like to receive future issues? We grow by recommendation so why not invite others to join the *Quickstart* community so they can subscribe immediately and get their free ecourse Discover the 5 Most Incorrect Assumption that Independent Business Consultants Make. Go to www.OneStepFurther.co.uk Thank you.





	mi-messenger