If you are a new small business owner without a long track record, you may find it difficult to talk to your potential clients about results. Sometimes students worry that results will vary for each person. Or, they aren’t sure what they can actually deliver. This makes it difficult for you to help them envision results while you close the sale and get clients.
1. Look at Your Own Results
It’s been my experience that you know exactly the results you offer and what you want to help people with. Think about your own story – what did you achieve? What change did you make? What gift do you feel compelled to share with the world? I often refer to this as “sharing your brownies”. These questions will give you plenty of clues to help you hone your message about the results people can expect when working with you.
2. Ask Clients What They Want
Here’s another super simple way to talk about results and get clients. You say, “If we were to meet here again six months from now, what would you need to have happened for you to feel happy about your progress with this situation?”
Using this question opens the door for prospects to tell you precisely what they want and what you need to know about them. You will be amazed at how your potential clients will provide a list of everything they want to change and accomplish. Then, you can finish up by saying that’s exactly what you will do in your work together.
Respond with Integrity
Obviously, you need to have integrity, so you can describe results you can truly deliver. If you can deliver those results, you explain your services and exactly how you can get the prospect to be where they want to be.
In essence, feed back to the potential client what they want, but only if this is what you can actually deliver. You may need to make a few tweaks or suggest what you feel is a bit more realistic.
It’s really amazing how well this works. There’s no manipulation at all. You’ve just asked a question, your prospects answered and then if you can deliver it, you say, “That’s what we’re going to do together! Woohoo!”
Your Client Attraction Assignment
If you struggle with discussing the results clients can expect, take three minutes right now to remember and write down your own results. Next, simplify the language and hone the message to be succinct. Practice saying it many times and deliver it with energy and passion to make the message compelling.
© Copyright 2014 Fabienne Fredrickson