Have you ever heard the expression ‘price is only questioned in the absence of value”?
For any service-based business owner, converting new clients is the essential fuel to the growth of your business.
Which is why articulating the true value of what you do becomes so critical to sustained success.
If you’ve ever found yourself relying on a ‘hit and hope’ strategy when it comes to your sales process, here’s something that can help you to convert more prospects into valuable fee-paying clients.
Where to start?
The make-or-break question you need to ask any new prospect is this:
“How can we help you?”.
It’s surprising how few service providers ask this question of their potential clients.
But what’s even more surprising is how much easier it is to convert a client when you understand the pain they are experiencing, the change they desire, the outcome they are seeking.
“But I’m not a salesperson”
In the group coaching sessions we run with businesses right across the country we hear this consistently. But here’s the reality:
“Whether you’re a business owner or working within a team, you’ve got to sell. Your ideas, products, services and most often, your point of view.” 1
And what makes these things sell is value.
So, what is your value? What are you really selling?
The answer may surprise you and what’s even better, it may make you a lot more money.
“Your worth is what you say it is.”2
No matter what you’re selling, you determine your own worth.
You have probably spent a large amount of your time trying to understand the value of what you do. Perhaps you have bundled different services into prized packages that in your own mind are too good to refuse.
Spending the time on mastering your service offer is one thing, but how do you get it out there in the world to help people and to help your business profit?
It’s not just about you deciding that you’re worthy. You need clients to see your worth too.
You want them to think to themselves (and preferably say out loud to others), “Yes, I may be spending some money, but it’s 100% worth it – I’m going to get the outcome I want.”
Here’s the best part.
When you’ve followed the first and most important step in any sales meeting…
Which is to ask, “How can we help you?” …
It becomes really easy to articulate how the valuable services you have to offer, will help your clients to achieve the outcome they seek.
Let’s take a stroll in your client’s shoes.
What do your clients want from you?
Whether you’re an accountant, financial planner or a dog groomer, your clients should be front and centre of your mind at all times.
People buy solutions to problems.
What problems are your clients facing? Or to use the favourite line of your local GP – “where does it hurt?”
The exact problems you solve should be unique to your services. And if your digital shopfront (your website, content, and social media accounts) is doing some of the legwork for you – as it should be- your prospects should already have identified you as someone who has a valuable solution to their problems.
A solution distinct and superior to anything your competitors have to offer.
If you’re ready to communicate your value with the world, in a way that boosts your conversion rates and increases sales, the team at MBS Advisory can help.
Whether it’s broadcasting a value-based message to tens of thousands of people in your target market, or simply providing you with a polished digital shopfront that attracts more of your ideal clients – we know what works for service-based businesses and we’ve got the team to deliver.
Ready to thrive?
Click here to schedule your free, no-obligation strategy session with our team today. Your success is right around the corner!
REFERENCES:
1 https://www.marieforleo.com/2014/09/selling/
2 https://www.marieforleo.com/2021/01/how-much-am-i-worth/
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