In this always-on world, clients are more involved than ever. They can find what they’re looking for via a quick search query, through marketing materials, or a referral from a friend. Regardless, they know what their problem is or are looking to better their situation, and they know how to look for the solution.
Often, the clients are looking for ways to improve and make their business operation more efficient. Chances are they’re also looking to reduce costs and increase their revenue and profits. These clients have likely established their credibility; they already have regular clients. Their next goal is to acquire either more, better, or fewer customers that are willing to pay them more for the services they already provide.
Our clients just want to find a way to streamline their processes more efficiently while hitting two or more factors with one solution (cut costs and earn more). When they reach out to us first, that’s when you can tell that they’re aware of their problems and they need a better solution--your service.
In this age, our clients initially deal with their problems on their own. And often, it begins with a search. Our job is to find a way to lead them to us (e.g., blog articles, referrals, email newsletters) and then, work on our sales pitch to help them with their issue.
Want to understand further how your clients think and what you can do to connect with them? Grab a copy of my eBook, “Sell More. Faster.” to learn more!