Have you ever struggled and felt a little uncomfortable trying to get your perfect clients to actually buy from you? Your clients probably have worked with others or bought from others. They’ve had experiences that lead to them having certain resistance, reluctance, barriers and obstacles.
To get your clients to buy from you almost effortlessly and easily only takes six questions that you must answer. Learn what these are to connect the dots, see the blind spots, and get unstuck so that you can go out and be able to build more leads, more sales, more profitability, and more importantly, so you can go out there and have a bigger impact, a bigger reach, and a bigger contribution.
We’ve got an amazing episode for you. Thanks for making us part of your day. This is a show all about helping you connect the dots, see the blind spots, get unstuck so that you can go out and be able to build more leads, more sales, more profitability and more importantly so you can go out there and have a bigger impact, a bigger reach and bigger contribution.
We’re going to talk about the six key questions that you must answer to get your clients to buy from you. When you answer these six key questions, you get them to buy from you almost effortlessly and easily. It’s a really cool a way to look at things. We’re also going to cover a new way to respond. You ever have that question that you get from somebody and they go, “What do you do?” I’m going to introduce you to a new way to actually respond to that question of what you do that is far more effective, far more efficient and we’ll get people leaning into being compelled to want to know more about who you are, what you do and how you do it than likely what you’ve been taught in the past.
Do you know the six questions you must answer to get your perfect clients actually buy from you? Have you ever struggled telling people what you do? Maybe you’re in an elevator or the old elevator pitch. This segment is going to go way beyond with the elevator pitch exercise and there are a couple of nuances that are going to make all the difference.
Truth be told, I have at times struggled with this, feeling a little uncomfortable when someone says, “What do you do?” It has at times felt a little salesy or a little weird or a little awkward. I might help bridge that gap with a few tips and insights that are actionable that you can put in place as well. I’ve got to share a quick story. My son Kyler plays football now. I’m amazed, he’s ten years old and they’ve got a playbook with over 25 plays, about twelve different formations. It’s really cool but thinking about it that even a ten-year-old football team has a playbook like this. Their receivers may have good intention and may even have great talent, but if they run the wrong route, they’re not going to score. They’re not going to succeed.
A playbook is really critical. Consider it like a playbook for you to take action on, for you to understand the six key questions that your clients need to be answered before they’ll actually buy from you. When you get this right, it makes you more compelling. People are attracted to you. It almost gives you a magnetic approach to your business to attract high level premium type clients. Keep that in mind as we go. Let’s dive into to this segment, the six-key question.
The first key critical question is, “Who can I trust?” As you think about your materials, your website, your marketing messages, your messages, your videos, anything that you put out into the marketplace, the number one question is who can I trust? If you can bridge the gap, “Can I trust you?” Then you’re bringing them that much closer to saying yes to you. A lot of this by the way is happening inside the mind. It’s not that they’re saying this, this is subconscious, it’s a reptilian mind is what it’s called. Not that I’m a doctor or anything like that, but it’s called the reptilian mind that’s making these subconscious choices.
The second key question we must answer is, “Does this apply to me?” As importantly, “Does this apply to me right now?” It’s really critical, because if it’s something down the road, six months, twelve months, 24 months, they’re less likely to say yes. Does this apply to me right now? If you can get their attention, if you can build their interests that they lean in and go, “Yes, that applies to me,” then you’re moving them that much closer to a yes.
The third question they’re asking is, “Can I do this?” If you can get them to say in their head, “Yes, I can do this. This is pretty simple.” The fourth question is, “Will this help me with my pain right now? Will this help me solve my pain right now?” It’s really critical. Then five and six are tied in together, “Is it simple? Does it work?” If you can move them on the journey by just naturally answering and addressing these questions, it’s going to likely get them closer to a yes.
I’m going to speak to the elephant in the room here because many of your clients probably have worked with others or bought from others. They’ve had experiences and those experiences lead to them having certain resistance, reluctance, barriers and obstacles. Rather than being caught in surprise, what if you anticipated what some of those obstacles might be and you truly could get in your client’s shoes? With that, we talk about a couple of key critical questions that go along with it.
Number one is what’s missing. What’s missing that they haven’t been able to get before? What has been getting in the way of them being able to achieve the outcome, the breakthrough, the transformation, the experience? What’s stopping you or what’s slowing you down? If you can bridge the gap to be able to answer this, imagine what it would do for you? You become positioned as the authority, you become positioned as the expert, especially if you take the time to do that.
Which brings us to this exercise here. In a previous session, we talked about honing in on your five to ten critical and most important things that you solve, what problems you really solve, because at the end of the day we solve problems. We go beyond that of course but if you get in their shoes and go, “These are the five to ten things we solve as good or better than anybody else,” you can even go deeper.
Then you identify your five to ten breakthroughs that you provide. I want to give you a few layers deep to go on with this, which is what does it mean for you, what will it give you and what will it do for you? As you put a list together of your top five or ten problems that you solve, think in terms of what would that mean for you? What will that do for you? What will that give you? Go deep with these because you start getting into the deeper emotional reasons that your clients are going to buy or not buy from you.
It’s the same thing with your breakthrough. What will that mean for you? What will that give you and what will that do for you? How is it that like some people seem to be able to compel people to work with them, attract them to their business and to other people it’s almost like a chase? Years ago, when I was struggling with my businesses, I felt like I had to chase my clients to actually get them and it’s frustrating. The positioning of that is just not a cool place, so we want to shift the gear of that.
There are a lot of experts who teach the elevator presentation or the unique selling presentation. I want to give you a little nuance that’s going to be a one-degree or two-degree shift probably of anything you’ve ever heard before that will change the game for you. I see a lot of experts who are teaching it but they leave out one critical piece. That’s just like my son’s playbook. If a kid runs just one player, once the wrong route, it can destroy a play.
It’s the same thing here. We don’t want to see that happen to you. Let me share this with you. That is leading with the question with your potential perfect client. Next time someone says to you, “What do you do?” Instead of going, “I specialize in helping,” you say the name of the group and what you do and the problem you solve, which is great. That’s all great, but that’s almost like vomiting on somebody or fire hosing.
Have you ever been in that situation, where you fire hose somebody? Years ago, when I was in my late teens, I was in the network marketing. That’s a great, fabulous industry for some and I’ve got a lot of great experiences from it. Some people when they see an ideal prospect, they fire hose and then they attack them almost and it becomes more of like an interrogation instead of a conversation. Next time you get asked what you do, lead with a question and the way you open that question is, “Do you know how,” then think of your ‘who’. Who is the ideal or perfect client group that you serve? Think about it in that term. Who do you serve?
“Do you know how coaches and consultants and advisors struggle to get new clients?” It’s a question. The problem is the struggle with the problem. For you, do you know how the ‘who’ struggles with the problem? Start there. As you see somebody lean in, which is nine out of ten times, then you convey what it is you do. “I specialize in helping agencies.” Let’s say that’s your business. “I specialize in helping agencies get more predictable clients without chasing them around and without high costs so they can go out and have a bigger impact, a bigger reach and contribution.” You’re going to speak, “I specialize in helping the who with the breakthrough, without the obstacle, the problem with the pain.”
If you’ve done this exercise, that’ll be very clear. Think about the emotional desires. I spend a lot of time on the emotional desires but I love Tony Robbins approach to the emotional desire. He calls it the Six Emotional Needs That People Must Meet. There’s Maslow’s Hierarchy of Needs. I know Brendon Burchard’s got a series of these as well, these layers. Think of it and keep it simple. That’s why I like Tony’s. It’s uncertainty, certainty, significance, love, growth and contribution. Pick one of those or two of those or three of those six and fill them in if that’s what your program will solve. Really, really simple.
I want to give you a couple examples, let’s take this broad concept and bring it in where the rubber meets the road here and then you take action with this. I want to challenge you to have to apply this in your business. One of our clients, if you would’ve asked her three months ago, “What do you do?” She would have said, “I’m a doctor, therapist and coach. I help people improve their life, health and relationships.” We worked with her and we helped her shift this around.
When someone says, “What do you do?” She says, “Do you know how many executives and entrepreneurs struggle with anxiety? I help entrepreneurs, executives and business owners permanently reduce anxiety in ten days or less without medication.” Isn’t that far more compelling than the previous version? I’m sharing these examples not to go, “That’s awesome.” I want you to apply these to what you do. Ideally you see the simple formula that we’re following here. “Do you know the who struggles with the problem? I specialize with the who with the breakthrough, without the problem, so they can go out and get a bigger impact.” That’s number one.
Number two is one of our clients and he is a traffic expert. When people say to him, “What do you do?” He says, “Do you know many advertisers and affiliates struggle to make paid ads online work? What I do is I specialize in helping advertisers and affiliates use paid traffic to get $3 for every dollar or more without them having to waste their time so they can focus on more important things in their business.” Isn’t that a great example? Following the simple formula. Third, I’m going to just give you a quick one I wrote up for what we do. Do you know how many coaches, consultants and advisors struggle to get new clients? I specialize in helping coaches, consultants and advisors implement automated system to get five to ten new clients a month selling a week without high cost, learning new skills, or doing more work so they can have a bigger impact, reach and contribution.
All of that being said, what can you do to take action? Number one, I would encourage you to really start thinking from your client’s shoes and think of how everything that you put out into the world answers or addresses parts or all of these six critical questions. Think of your client’s journey of where they’re at to what they’re going to buy from you and the experience you provide. Think of the things they’ve done in the past because they have likely done some version of what you offer in the past, what was missing, what’s getting in the way, what’s stopping them and address that.
Then put your blueprint together of the problems you solve, the breakthroughs you provide and then go deeper. What does it mean for you? What will it give you? What will it do for you? Then come up and go beyond the Avatar. Go beyond the elevator presentation and the next time someone asks you, “What do you do?” “Do you know how X, Y and Z struggles with A, B and C?” When they lean in, you can go, “I specialize in helping them do this avoid that without this so they can go do this.”
Take action with what you’ve gotten, apply the simple principles. If you know another entrepreneur, another advisor, influence their author expert that could get value from this, make sure to tag them, share it along to them. We look forward to working with you, supporting you. Enjoy your day.
Thanks for making us a part of your day. Here’s the thing, do you want to go a little bit deeper with some of the strategies that we’ve shared with you? If you’re looking for a way to get more new leads, if you’re looking for a way to generate more sales predictably and have a steady flow of sales and clients and profitability growth, I want to encourage you to go check out one of our on-demand training programs that we have running. It’s free for you to attend and you can do that at ChampionBusinessBlueprint.com. Seize the day and we’ll see you next time on GrowthToFreedom.com.
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