Every day, businesses are fighting for the attention of their ideal clients because they know that if they can get their attention, they have a better chance of converting them into paying clients.
In fact, it’s estimated by marketing professionals that most Americans are exposed to 4,000 to 10,000 ads a day. Therefore it’s important to be able to distinguish yourself from your competitors and let your ideal clients see you as the only logical choice to get help from.
However, with so much competition and new competing businesses starting up every day, how can you stand out from the crowd and get noticed by your ideal clients?
Here are 5 simple ways to help you capture their attention and eventually get them to engage your services.
Position Yourself As A Specialist
When you are selling your services as a coach, consultant or service provider, it is very important to be seen as a specialist, rather than a generalist.
A generalist is someone who is a jack of all trades. He knows a little about everything but is not really good in any one field. On the other hand, a specialist is someone who is highly skilled in a specific field.
Before people engage the services of a business, they want to know that the business is exceptional at what they do. If you position yourself as a specialist in your field, it makes your ideal clients feel confident that you can help them achieve the results they want.
For example, if your daughter wants to become a professional ballet dancer, chances are that you would want to send her to a school that specializes in teaching ballet, instead of a general dance school where ballet is just one of the classes they teach.
Likewise, as you are the solution provider to your ideal clients, they want to know that you have the knowledge, skills, and expertise to help solve their problems and get them to come out better than they were before after engaging your services.
So when you position yourself as a specialist, you immediately stand out from the crowd and let your ideal clients pay attention to you.
Pinpoint Their Problems And Pains
When you talk about the problems and pains that your ideal clients are going through, they will more likely pay attention to what you’ve got to say because they can relate to your messaging and feel that you understand them.
For example, if you help couples with their marital issues and you let them know that you understand the exact problems they are experiencing, they would feel more connected to you and want to find out more about what you can offer. This is because you are addressing the burning problems that they want to be resolved.
Tony Robbins said that “People will do more to avoid pain than they will do to gain pleasure”. Hence, when you are able to pinpoint their problems and pains, you get their attention because it gives them the opportunity to avoid, and even resolve their pains with your help.
Showcase Case Studies
People love to read success stories of other people who were in similar situations as they are in right now because it gives them hope that if other people can achieve the results they desire, they too can do it.
For example, before I actually make the decision to buy any expensive service, I always look for any positive reviews, case studies, and testimonials from other people who have used the product or service before. This is because I want to feel confident that I’m making the right choice. If people have gotten success before, then I too believe that I can do it.
That’s why case studies are a great way to help you convert potential clients who are still on the fence. It not only helps them feel more inspired and excited by what’s possible for them if they work with you, but it also adds credibility and social proof to your business.
So, that means that you want to showcase as many case studies, testimonials and success stories as possible.
Provide A Step-By-Step Solution To Their Problems
People want the solutions to their problems presented in a simple and clear fashion that allows them to immediately take action.
The best way to do so is to provide a step-by-step solution to your ideal client’s problem and help them get quick wins. When you do this, you would instantly get their attention. Even if it’s a solution that moves them just one step closer to getting the end result they are looking for, it will pique their interest and get them to listen to you.
Also, when you are able to walk them through the solution step-by-step, they would see you as an expert who understands their situation, and you will become the logical choice for them to seek help from. Ultimately, it would increase the chances of you turning them into paying clients.
So the way to do this is by first identifying the situation your ideal clients are in right now, and the exact results they want to achieve. Then you map out the steps in-between so that they can easily follow along to get to their end goal.
Address The Concerns In Their Minds
Before making a buying decision, we all want our concerns and worries addressed. If your ideal clients have concerns and objections about your services, it’s actually a good thing because it indicates their interest to buy from you.
If you are able to adequately tackle their objections towards you and your services, then there is nothing stopping them from becoming your client.
To understand their concerns, you want to enter the conversation in their minds. What is it that he is saying about your services or about you? What is really preventing them from wanting to buy from you?
Once you have clearly understood what the concerns are, you want to address them and finally eliminate these concerns from their minds.
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