Clearly Define the Problem You Solve
Entrepreneurs constantly seek ways to increase their income. But they forget to ask these critical questions, “What does my client really want?” or “How can I solve their most significant problem?” Consider the problem you solve and how that relates to your clients wants, needs or desires.
The failure rate for new products is mind-blowing. About 80% of new products flop. Either, you develop a product no one really wants. Or, your marketing efforts fall on deaf ears.
Regardless of what you do, or who you serve, do the research to clearly define what your client cares about. This applies to soft services, like health and wellness, as well as business to business services. Find out the problem you solve that your clients will happily pay for.
The profit your client gains must be greater than the price they pay you for it.
Give Generously Before You Ask
Gary Vaynerchuk, a well respected marketing guru, wrote Jab, Jab, Jab; Right Hook. This book shares his customer service philosophy. Basically, you “give, give, give; before you ask.”
Even during the early days, while working in his father’s wine business, customer service was a core value. He once drove two hours in the middle of a snowstorm to deliver a case of low-end wine during the holidays.
A few weeks later, that customer’s wealthy son placed a gigantic order with them, affirming his notion that relationships create the foundation of your business.Delight your clients. The magic happens when your clients realize their experience exceeds their expectations. Read full post. #getpaidwhatyoureworth Click To Tweet
Delight your clients. The magic happens when your clients realize their experience exceeds their expectations. Make problem solving a priority, even if it extends beyond what you do.
Time and Money
When you drill it down, two specific types of value exist – time and money. Clients want fast results for a good price. The reason is simple – everything revolves around these two things.
Time and money influence most decisions. Some value time over money and some — money over time.
Connect the problem you solve to time and money. Answer the following questions:
- How does your service save your clients money?
List the various ways your service saves your client money. This applies to business to business as well as health and wellness services.
Bookkeepers, for example, find redundancy, uncollected monies and inefficiencies. A naturopathic doctor improves your health, reducing the need for medications or surgery.
- In what way do you make them money?
Next, determine the different ways your service makes them money. If you are an accountant, you can help with forecasting, investing and advisory services. Online marketers help businesses generate leads that convert into profitable customers.
A massage therapist relieves pain issues, When you feel better, then you’re more engaged with your clients and productive at work.
Spend some time figuring out how your clients make more money because they have access to you, and your service.
- Does your service save them time?
Since your clients are busy people, time management takes priority. Identify all the various ways your service saves time.
For example, virtual assistants assist their clients with administrative tasks i.e. answering phones, managing emails and scheduling appointments. This frees up their client for other business development activities.
For injuries, a chiropractor can quickly get you in for an adjustment. Rather than wonder who to see or what to do, you simply schedule an appointment with your practitioner.
Consider the problem you solve and how it’s efficient. Do you offer a software solution which leverages technology to do all the legwork? Or, do you quickly respond to their calls. Either way, saving time is an overlooked value.Treat your clients like royalty. Consider how you save them money, make them money, make it easy and speed up the result. Read full post. #getpaidwhatyoureworth Click To Tweet
- How does your service makes things easy?
Do you make things easy for your clients? A business has many labor intensive or time-consuming activities. Your clients simply lack the skills or the desire to do some of them. Accounting, content marketing, lead generation, cost management, project management – you choose from a range of services you can take off their plate.
For example, a business that develops Point of Sale (POS) software can help restaurants keep track of orders and integrate with the digital apps customers use to place orders. The information gathered from the data can help with inventory, menu updates and tracking client purchases. Restaurant owners need the data; however, they don’t want to be the ones setting up the system, gathering the information or developing the reports.
Now, let’s look at the health and wellness side. If you’re an acupuncturist who specializes in sports injuries, here’s how you make things easy for your clients. All they need to do is show up at the time of the appointment, discuss their ailments and then lie on the table while you give them a treatment. That’s about as easy as it gets.
Great Questions Grab Attention
How do your clients recognize your value? Talk more about them and less about your service. You’re more likely to grab their attention with great questions than a pitch. The specific questions you ask revolve around the problem you solve.
For example, a web developer can turn your website into a virtual ATM. Not only will their improvements keep a customer on your site longer, it will also increase the average amount each person spends by 20%. As the web developer asks specific questions, they reveal the client’s deepest concerns.
As a couple’s therapist, you help couples navigate through rough spots in their marriage. You provide them with the tools to reignite their marriage. For some couples, this saves them thousands of dollars and countless hours from a nasty divorce battle.
The Nordstrom Experience
Nordstrom built their entire reputation around the customer service experience. They decided not to compete on price. Rather they lead with value. What they do, especially their return policy, is noteworthy.
Treat your clients like royalty. Consider how you save them money, make them money, make it easy and speed up the result. The little things you do to nurture your client relationships go a long way.
Educate your clients about the problem you solve. Follow these recommendations for your business to be successful, and grow while keeping your passion alive. Are you tired of doing work for free because you don’t know how to charge for it? Discover how to get paid what you are worth and attract clients who understand your value. Right NOW claim your FREE RESOURCE to create value based pricing.