Very good article Syndi! A great way to make yourself the go-to-guy/gal in your client's eyes. Very insightful.
3 Keys to Providing the Right Solutions For Your Clients' Needs
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.
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 have got to find the right solutions to offer. When you take the time to learn your clients' needs, you will 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 have 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 is 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 your 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 would 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 will 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 will be able to offer the solutions that your market is looking for and increase your profits!
Learn more about the author, Sydni Craig-Hart.
Comment on this article
Posted by James Rounds, Altadena, California |
May 17, 2011
Posted by Dr. Lynn K. Jones, Santa Barbara, California |
May 18, 2011
I really like how this focused on the client's needs rather than profitability--only bringing in that element later in the article. It's so often people only focus on monetary returns...distracting from the true needs of the client. Great article!
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