Don’t Sell Your Service, Share the Transformation

Today I want to talk about a common misconception a lot of people have when it comes to creating clients. If there’s one golden rule for client nurturing and creation it’s this:

First of all, no one likes to be sold to. When we feel like that is happening to us, we kind of go to our happy place in our brains. We then wait for it to be over already! We end up feeling like that person wants something from us. If we don’t “know like and trust” them, we may send our defences up and tune them out!

As we know, we need to clearly and concisely communicate how we can solve our potential clients’ problem. So how do you help them see the value in what you’re offering? And most importantly, how do we do it without making them feel like they’re being sold to? You share the transformation you can guide them in achieving.

What do I mean by “share the transformation”?

Think about where your clients are when they come to see you. They’re usually stressed or worried about something, and need some help addressing an issue they’re struggling with. So if you can use your copy and messaging to help paint a picture of how you can take them from where they are, to where they want to be then potential clients will be more likely to invest with you.

Ok, great but HOW?

How to share the transformation:

• Give clients a plan — provide clients with a simple, easy to follow plan that you will follow together in order to achieve the results they’re after.
• Let past clients shine — testimonials are one of the most powerful ways to get potential clients to believe that you can solve their problem. Once they see what others have achieved with your help they’re eager to sign up to get the same results.
  
• Before and After Stats — getting some data from clients when you first start working with them in quantifiable ways is a great way to measure results. So think about what things you may want to measure and highlight for potential clients (*cough* that relate to the problems that your clients face *cough*) and add ways to gather that data from clients throughout the process.

By focusing on your clients’ transformation when it comes to your messaging instead of the service you’re providing them, you’ll speak to potential clients in a way that they’ll actually pay attention to. The key to doing this correctly is to accurately identify the transformation that your clients are looking to undergo by working with you. If you can do that and integrate it seamlessly into your messaging, then you’ll be well on your way to creating more clients than you can handle!

Hope this was helpful for you guys! Any questions about this, just ask.

Thanks for reading,