Better Up Your Game and Deliver Better Results
If you don't have clients delighted and exclaiming about the results they get from working with you, you need to reconsider how you are delivering your services. All the perfect marketing in the world can attract new clients, but if you aren't producing ecstatically satisfied clients during your working sessions, you will not retain clients or easily attract new ones. If you're ready to "up your game" to produce client raving positively about you and your services, here are a few ideas you can use.
1) Clients buy results.
They may believe they are buying other things like working with someone they enjoy or feel affinity for. Those things are definitely true in the short-term, but when clients get to the point where they are considering the cost of continuing to work with you, only one thing will matter - results. Have they gotten promised results? Have they gotten what you promised plus a lot more? Are they experiencing an improved situation? Can they quantify the benefit? Are results obvious? In order to deliver results to your clients, you need to ask yourself what changes you need to make to deliver more profound results to your clients.
2) Figure out every way you can think of to increase the results that your clients get.
Are these ways that you could make slight adjustments to your delivery and get much greater results for your clients? Perhaps you could all "homework" for them to work on between sessions and provide them accountability. They will get much greater results if they know that you will ask them about what they got done on the homework. You might create bonuses such as assessments, tips, special reports, exercises to correct common issues, or in-between email support.
3) Create services or combinations that you've proven to give greater results to your clients.
You could create "packages" of services that deliver greater value and successes to your clients. The better you know your target market, the more you observe and can create solutions for typical issues they will face - that they didn't yet even know they will likely need. In other words, have a way to help them solve problems they don't yet know they will have - be prepared and ahead of the need.
4) Think about any products you can create to combine with your services.
These products should be problem solvers that help your clients deal with the common issues of your target market. Make sure they are optional offerings so that your clients don't feel coerced to buy. You can also offer product/service combinations. What's key is providing solutions and results that are even greater than the client expected to get.
5) Ask your client what you could provide that would make their results spectacular.
Listen to their ideas. Explore how you can deliver what they request. You may be surprised to find that small and easy changes (such as more information at the right time) could provide huge changes in client perception of results. This is about providing what the client believe they need - in the way that gives them the greatest results and perceived results.
6) Do some competitor research.
Don't do this with the intention of stealing ideas, but look for small things you hadn't thought of that, combined with your current offerings, could exponentially contribute to the value you deliver. By researching your competition, you may also get ideas by seeing what a competitor fails to deliver, but you could also easily add to your business offerings. This isn't about getting fancy or complicated (unless that's your market). It's about sparking new ideas for incremental improvements that deliver big increases in results.
7) Up your results by upping your target market.
Working with more capable, motivated, and gifted clients - and delivering results to them beyond their expectations will produce VERY satisfied clients. These are the situations that can attract many more clients to you. Look at ways to upgrade your target market and provide them the kinds of upgraded results they would necessarily be expecting.
If it's not typical for you to have clients raving positively about your work and the results you delivered to them, it's time for you to consider upping your game. Stay focused on delivering results to your clients and always have that as a priority.
By Suzi Elton
Photography by Andrey Kiselev
Suzi Elton provides business writing that attracts targeted prospects to your service business and converts them into clients for you. She is a Robert Middleton Certified Action Plan Marketing Coach, as well as a professional writer. Her website offers a free series of 8 assessments you can use to analyze your own site. To learn about her Robert Middleton style Web Site Tool Kit Writing Package, go to http://www.wowfactorwriting.com/services/web-site-tool-kit-package/