What Exactly Do You Do For Your Clients?

We know exactly what we do and why others might need our services, but do we truly get our message across in a simple to understand manner that absolutely anyone can get? When you explain your services to a prospect or potential referral source, do they know exactly how they are going to benefit from your service?

The problem that I see professional making time and time again is that they tell people exactly what they do, not what their service is going to do for them. Let me explain what I mean by this. You have a process that you go through with your clients in order to get to the results that they need or want. You are so proud of this process, you have down to a tee and can’t wait to share it. You talk about how long you have been in business, what technology you use etc. However, the client really doesn’t care about what you do, they only care about what this is going to get them. You have heard about the WIIFM frequency (what’s in it for ME!) This is the frequency that we are all tuned into, including you and me.

Another mistake that we make is we label ourselves so that when we are asked “What do you do?” we respond with a title such as “I’m a mortgage advisor,” or “I’m a coach.” There are hundreds and thousands of people around with such titles. As soon as you announce your title, people just tune out, they are not really interested.

It is your job to describe what you do in such a way that it makes sense to who ever you are speaking to. You need a response like “Ahhh, that’s exactly what I need right now” or “you understand my problem, I think you can help,” or “I know someone who needs your service.” You have explained it in such a way that you have pressed the right buttons and they know you have got the solution that they need. This is probably the most important part of client attraction. If you are not getting your message across, you are losing potential clients.

So ask yourself “what benefit do my clients get when they work with me.” You are looking for results and solutions.

Yvonne Bleakley is the client attraction and marketing mentor for the self employed who provide a professional service, and founder of The Marketing Message Breakthrough, helping you to get more clients, in less time, with less effort.

Visit http://www.masteringthemarketing.com now to download your FREE Marketing toolkit including the renowned “3 Secret Steps to Creating a Marketing Message that sells” audio.

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