When it comes to their businesses, most people want to:
- Solve a very specific, immediate problem
- Get tangible results – (this one could be based on a promise you make, or their own ideas)
- Be able to ask questions along the way – but not get overwhelmed or bogged down in too much information
- Have access to a ‘have it done for them’ program – which means you need to have a ‘high end’ solution. This could be training or adding additional services
- Not feel like they’re alone in solving their problems. In other words, they can consult with you about related but not necessarily their main problem
Are you meeting the needs of your clients and prospective clients? How do they know? (The answer to this question has to do with where you’re clients are hanging out, how they like to get their information and making sure you’re marketing to them in that way…)