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One of the most common questions I ask clients is "Let's pretend that I am your potential customer. How can you help me?"
Here are a few answers I have heard:
From a life coach, who specializes in helping people achieve their goals: "My life coaching services will be great for you. Let me tell you more about my services..."
From a virtual assistant: "I offer administrative services for your business. Which ones are you interested in?"
From a business coach: "Do you know what a business coach is? No? Let me tell you about what business coaching is and how it works."
As you can see, they are not really answering my question. Instead of sharing information on how they can help me, their potential client, they start talking about their services and their industry.
The truth is that your potential clients are not interested in buying your services. They are not interested in buying coaching services or virtual assistance services. Your potential customers are interested in buying solutions to their problems that help them achieve their goals and relieve their pains. In short, concentrate on benefits that your clients will receive by hiring you. These benefits are solutions to problems that your customers are experiencing on a regular basis!
To get more customers for your business, stop selling your services and start marketing the benefits that your customers will receive when they buy your services. To do that, create an effective marketing message for your business.
Here is the information that your marketing message should include:
- Information about your target market. You want your target customers to recognize themselves in your marketing message and immediately think that they want to hire you. The best way to accomplish that is by actually naming your target customers in your marketing message.
- Your marketing message should include benefits that your customers will receive when they hire you. Research your target market extensively to find out what they need, and use this information in your marketing message.
- Your marketing message should also tell your potential customers how you will help them. Don't sell your services here; concentrate on how you can help your customers.
As you can see, you entire marketing message should be all about your customers and how you can help them. Concentrate on this information and you will be able to get more clients in no time.
- How To Find The Target Market For Your Coaching Business
- Products And Services To Offer To Your Coaching Clients
- Career Coaches, Are You Afraid Of Marketing?