Sunday, 22 January 2012

Which Area Is Keeping You From Getting Clients?


One of the things that keeps us from moving forward in our businesses is our inability to get clients. You may be thinking, of course that is the key to building out a successful business, but it doesn't answer the questions as to how you go about getting them.
The truth is, getting clients is super easy, when you are 100% aligned behind what you offer and understand your audience enough to know where they hang out and how to get their attention. Makes sense right? Well then why is it that you are still struggling or worried about the how? It most likely lies in one of the key areas I just mentioned. Did you miss them?? Well let me break it down and review them 1 by 1. 
  1. 100% Aligned with Your Offer: If you don't believe that what you are providing is worth at a minimum what your charging, chances are you are dragging your feet and not promoting with gusto. You might be pretending to promote, but if you look closely, you are probably just doing busy work or distracting from the real conversations/marketing and then complaining about their not being any customers who are willing to buy. There are a few things to do in order to rectify this situation, but start with listing out your fears - what are you truly afraid of? Success? Failure? What specifically is holding you back? Get the answer to this and work through it, promoting and marketing become super easy.
  2. Understanding Your Audience: Understanding how your audience thinks, what they feel they need and truly SPEAKING their language is the holy grail of business. When you can talk to them in a way that resonates, they are more likely to buy from you even if you aren't doing too much talking/marketing. How do you know if you are speaking to your audience in a way that resonates? Go find where they hang out and talk to them live. If you see lots of nodding heads and requests to know more - you are on the right path! If not, I suggest you ask to interview them for market research purposes and get in their own words, their frustrations and ambitions as they relate to what you do/provide. Once you have this information use their words to talk about your products or services and see what happens.
  3. Knowing Where Your Audience "Hangs Out": Finding your audience is truly easy once you know who they are and you begin talking to them. So if you are still struggling in finding them, then it is because you have not clearly defined who they are. And if you haven't defined who they are clearly enough - then you probably are struggling with point number 2 as well. If this is the case, then go back and redefine who your ideal client is. I often recommend writing out a bio of the ideal client known as the ideal client avatar. Once you have clearly articulated who that person is, then find an 80% match to the bio you have created. Interview them as I suggested in point number 2 and you'll be well on your way!
Take time to assess where you are struggling based on the 3 points above. Then take a moment to create your very own plan of action to help you move forward. Going through this exercise will help you determine the quickest wins towards growing your business.
Silvia Johnson is a Coach and Consultant in the Silicon Valley with more than 10 years of experience. Silvia has a proven track record of helping organizations and people remove obstacles in order to help them in becoming highly effective and efficient. You can learn more about her experience and services on her website:

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