As a coach, you can often quickly see what’s going on with your clients. You take in the big picture about what they are doing, what might be going wrong and what can help. As a client starts opening up, it usually becomes pretty clear what is needed to achieve her goals. However, what she needs might not be why she hired you. So what do you do?
When client attraction and business building are your primary concerns, you have to make sure your clients are happy and satisfied. (Actually that is true all the time!) This is one of the best ways to create a good reputation and get referrals and why you absolutely must deliver what clients pay for.
For example, years ago people would come to me just for marketing. I was okay with that and gave them marketing strategy. But, I could see they also needed a little bit of mindset. So I would throw it in at no extra charge as part of the package, even if they hadn’t directly asked for mindset.
As a coach, consultant or expert, it can be tempting to first give clients what you clearly see they need, like mindset in my example. It’s obvious people need mindset work and I know marketing alone probably won’t work. Trouble is, if your clients don’t think mindset (or whatever is needed) is an issue, they won’t want it.
People who worked with me in the past would get both aspects of how to grow a business. I shared the marketing ideas and the mindset because I knew they needed both. Yet, I knew I had to give them what they paid for first. You have to have integrity first. Then you can be the person who goes above and beyond what is expected, and provide what they need, even if they aren’t aware of it. That’s the key to client attraction and building a successful business – give them what they want!
Your Client Attraction Assignment
Do you know what your clients want? What is that essential problem that keeps them up at night with the 3am sweats? Once you figure this out, it’s so much easier to attract clients more quickly. Focus on what your prospects would pay anything to get and give it to them better than anyone else. Then add the next layer too, and give them what they need.