Smart Simple Marketing

Gain clarity. Take action. Get Results.

  • Home
  • About
  • Results
  • Solutions
  • Blog
  • Events
  • Tools
  • Contact

3 Keys to Getting Your Prospects to Hire You

By Sydni Craig-Hart

hire meYou’ve heard me say it before. Marketing is simply a matter of sharing solutions with people who are already looking for them.  So, the point of your marketing message is to encourage your prospective clients to take the next step with you: hire you to help them solve their problems.

But if you aren’t clear on that step or don’t outline exactly what they should do to get that help, then you’re leaving your prospects hanging and leaving money on the table. If you want your marketing messages to have an impact, you need to carefully consider what you’d like them to do next, spell it out for them exactly, and make it easy for them to do so.

Here are three keys to help you create more successful results from your marketing messages.

  • Only highlight ONE specific action. Even if you have several different ways that you work with clients, each marketing message should focus on ONE specific action that you want prospects to take. If you give them too many options, they spend too much time trying to figure out which one to take, versus whether or not to say Yes or No to you as their problem solver. Remember, a confused mind always says no. Do you want them to call you? Fill out a form? Download a free resource? Give a specific direction in order to get a specific answer.  Highlight the fact that taking that ONE action is the first step to reaching their goals.
  • Make it easy for them to take the next step. Automating the process as much as possible will help your prospect quickly and easily take that step with you. For example, if you want them to get in touch with you for a free consultation, create an online form that they can fill out instead of requesting that they email you directly. Use a scheduling tool such as Acuity, Calendly, TimeTrade, or GenBook so they can easily book an appointment with you. Accept credit cards so that submitting their payment is quick and easy. The easier you can make the process, the more likely they are to take the action.
  • Connect the action to a benefit they REALLY want. Make it crystal clear what’s in it for them. Asking your prospect to “get in touch” isn’t enough. You have to let them know why they would want to get in touch.  Will they earn more money? Save time? Experience more happiness? Get organized? Think about the end result for your client and emphasize that benefit through your marketing message and the ONE specific action they need to take.

When you follow these three keys, you’ll be able to enroll more ideal prospects quickly and easily. Stop leaving money on the table! Get your prospects to take the next step with you by focusing on one step, making it easy, and connecting with the benefit for them.

YOUR ACTION PLAN FOR THIS WEEK:

  1. Decide on one specific step that you want your prospects to take per marketing message. For example, you may distribute an article to promote a new program and determine you want the reader to contact you to receive a free consultation.
  2. Make it easy for your audience to take the next step. Automate the process as much as you can by setting up a form or simple process to obtain their information.
  3. In your marketing messages, be sure you’re emphasizing the benefit for your prospect. Think about your next step from their point of view. What is in it for them?

Filed Under: Attract Perfect Clients, Marketing Advice, Marketing Ideas, Marketing Solutions, Marketing Techniques Tagged With: Ideal Clients, marketing, Prospects, Smart Simple Marketing, Sydni Craig-Hart



Share the loveShare on pinterest
Pinterest
Share on facebook
Facebook
Share on google
Google
Share on twitter
Twitter
Share on linkedin
Linkedin


Sydni Craig-Hart
Sydni Craig-Hart

Is your organization looking to gain market share and deepen loyalty with small businesses, women or minorities? Sydni Craig-Hart is CEO of Smart Simple Marketing and a 4th generation entrepreneur. Since 2006, her team, having worked with over 8,000 small business in 79 different industries, has been helping companies to drive engagement with sought-after, growing market segments. If you want to increase the value of existing-customer spend, recapture marketing investments, grow customer lifetime value or decrease attrition, contact Sydni to discover how her team is doing this for companies like Facebook, Google, LinkedIn and more.

Subscribe to our blog!

Sign up to get new our latest posts and announcements
delivered straight to your inbox.




Comments

  1. Andrea Costantine says

    July 26, 2011 at 11:56 AM

    Love this post. As entrepreneurs and business people we are always marketing and providing solutions. One thing that I would add is to always show proof! Whenever I present services to a client I always lead with showing them examples of books we have helped create. It’s amazing to see a final product, and it shows we know what we are doing!

    • Sydni Craig-Hart says

      July 26, 2011 at 12:47 PM

      Good for you Andrea! Showing proof is SO important! It helps the consumer to feel more comfortable making their purchase and puts them in a collaborative mindset about working with you because they want similar results. Thanks for your comment! 🙂

  2. Brenda Stanton says

    July 26, 2011 at 3:14 PM

    What a fantastic article! Such great tips and techniques – and a great way to look at how to have your customers engage with you – and be strategic about how you walk them through that process. It’s rare that I take notes on articles I read online, but your info is so useful – I had to take notes! Thanks Syndi!

    • Sydni Craig-Hart says

      July 26, 2011 at 3:21 PM

      Thanks for the feedback Brenda! I’m so glad you enjoyed the article and were inspired to take notes. Please keep me posted on how you progress with implementing the tips shared. 🙂

  3. technical support outsource says

    July 27, 2011 at 2:16 AM

    Hi good day, I like this post. I have found this interesting because it gives me good ideas how to do good marketing. Those three key prospects provided are good and relevant. Thanks for the effort on sharing this. We appreciate your help!

  4. Amy Kinnaird says

    July 28, 2011 at 1:54 PM

    Hi Sydni – great reminder that making it easy for the prospect to say “yes” is so important. Often they are just waiting for us to ask for the order! Or they are just waiting to know what the next step is. People have so much information coming at them from all quarters, that keeping it simple and telling them what to do is KEY! Thanks!

  5. Jennifer Bourn says

    July 28, 2011 at 2:11 PM

    Sydni – You’re right! Pick one action you want them to take and focus on that! Too often I see entrepreneurs give their prospects too many choices – then they get overwhelmed or confused, and they don’t take action.

    Do you think maybe it’s a fear or lack mindset thing? Fearing that they won’t want to take the one action – so instead they bombard them with lots of choices? It’s kind of like being a jack of all trades instead of an expert…

    Jennifer Bourn, Bourn Creative

  6. Gina says

    August 3, 2011 at 6:46 AM

    Hi Syndi, I so agree with you… ONE action to take, make it easy for them to do so and clearly demonstrate what’s in it for them. I call that a K.I.S.S. approach – keep it strategically simple. Also love your advice to think about the next step from your ideal client’s point of view – the strategy piece here is essential and so often missed. Super post! xo

  7. Kristi LeGue says

    September 19, 2011 at 12:06 PM

    Sydni, this is great information. When I had my CPA practice, this is something that I really struggled with. Sometimes it can all seem a little overwhelming, but this information you outlined here is clear and concise. I also love your action plan for the week!

    Kristi

    • Sydni Craig-Hart says

      October 16, 2011 at 10:33 AM

      That’s great Kristi! How are you making out with implementing the plan?

Trackbacks

  1. For Hire - How to get more freelance work from blogging | GROWMAP.COM says:
    October 11, 2011 at 10:40 AM

    […] 3 Keys to Getting Your Prospects to Hire You […]

  2. For Hire - How to get more freelance work from blogging says:
    September 19, 2013 at 3:59 PM

    […] 3 Keys to Getting Your Prospects to Hire You […]

Contact us

2340 Powell Street
Suite 223
Emeryville, CA 94608
T: 510.216.1660
F: 708.405.0668
E: Info@SmartSimpleMarketing.com

Navigation

  • About
  • Results
  • Solutions
  • Events
  • Contact

Categories

  • Marketing Strategy
  • Business Management
  • Attract Perfect Clients
  • Marketing Advice
  • Networking
Terms of Use | Privacy Policy | Earnings Disclaimer

© Craig Hart Consulting, LLC (DBA Smart Simple Marketing) . All Rights Reserved.



Enter your information below to get instant access now!