Successful service professionals know that they are problem solvers for their clients. Positioning yourself as a problem solver helps your clients instantly see how working with you will make a difference in their life and/or business. It can also help your unique business stand out in the market. In order to put this strategy to work for you, you’ve got to find the right solutions to offer. When you take the time to learn your clients’ needs, you’ll dramatically increase your sales because you will offer exactly what your clients are looking for.
Creating packages and programs that appeal to your ideal client’s interests and meet their needs is easy when you follow these three steps:
1. Get clear on your clients’ current problems.
In order to offer the right solutions, you need to understand what your clients are currently going through and understand why they are looking for a service professional like you. If you’ve been working with your target market for a while, you may think you have a good handle on their problems. However, situations that may have been challenging for them in the past may not be so relevant now. So it’s always good to do market research to find your clients’ current problems. This way you can stay up to date on what your clients need and offer better solutions.
2. Ask your prospects and clients for ideas.
One of the best ways to get a clear picture of what your clients need is to ask them! Conducting a survey of your current prospects and clients can give you valuable insight into the exact solutions that they are looking for. Keep your survey short – no more than 5 questions – and consider offering an incentive for participation. Offering an incentive can increase the likelihood that your prospects and clients will participate. Ask specific questions on the survey about what type of solutions they’d like to see. Your survey results can help you create products and services that are guaranteed to sell!
3. Keep your ear to the ground
Setting up a survey is an important part of conducting market research, but there are also other types of research that you can use to make sure that your solutions are just right for your clients. For example, you can search through forums and social networking sites where your ideal clients hang out. Watch for frequently asked questions and issues that keep coming up again and again. You’ll likely find that these are problems that your ideal prospects are facing, and are great opportunities for offering profitable, results-focused solutions.
Focusing on solving your clients problems will make you more valuable in their eyes and help you stand out among other solo service professionals. If you want to offer the right solutions, you need to understand your client’s problems, ask your clients and prospects and conduct market research. By following these steps, you’ll be able to offer the solutions that your market is looking for and increase your profits!
Have you found creative ways in which to implement these three steps? Leave a comment and share your ideas, I’d love to hear from you!
YOUR ACTION PLAN FOR THIS WEEK:
- Write down what you think your clients’ problems are and then compare them to your clients’ needs right now. Get clear on their current problems. They may have changed slightly since you started working with your market.
- Create a survey for your clients and prospects so you can find out exactly what they think of your solutions and which solutions they’d like to see you offer.
- Conduct market research. You can hang out in forums, search through social media and do research on your competitors to see which solutions they are offering. Look for repeated themes, frequently asked questions and other common problems.
- Look at your list of services and product offerings and compare them to the problems that people are having. Are you providing the solutions to those problems? Do you need to add services or can you repackage some of your services in a way that solves those problems? Get clear on how your services and products relate directly to your clients’ problems.