Prospecting is definitely a game of numbers. You must constantly reach out to new potential clients to ensure you are closing enough business every month. According to research, if you are not closing at least one new client monthly, then you are not reaching out to enough people! Don’t just reach out to anyone! Know who your potential client is. Build a relationship with them and get to know them before you try to figure out what problems they may have, real or perceived, that you are ready to provide a solution for? My experience is that the more you try to connect with people the more they will open up to you. They will tell you their problems if you just listen.
There are two factors that must exist in order to move your prospects to the side of clients and they are relationship building and problem solving. I touched a little on relationship building above. You must also have unique solutions in the opportunities you present to your prospects. Your prospects have to feel that you are personally offering them the solution they need to fix their pain. Don’t view pain as something negative but know that it is inevitable on all levels and that the prospect who has chosen to not suffer their pain is actively looking to buy a solution. You are not selling your product or service , you are selling solutions. Think, “I sell solutions”, and you will gain more clients. In business it is wise to list what pain points your potential clients may have. Pain points are those situations or problems whether real or perceived that your potential clients find hard to cope with and surely need a way out. They are searching for solutions to solve their pain points.
A few years agoi, when I started out in my coaching business, I had a client in Dubai that was a Doula . Her goal was to start her own practice instead of working for someone else . We chatted for hours via facebook messenger and then for a few days more before she actually became my client. I was building a relationship with her so that she would not only open up to me but with hopes that I could get her from where she was to exactly where she wanted to be. I needed her to be completely honest with herself more than anything. I also needed to hear where she might need help. I was not quite ready to jump into any coaching until i understood more about her goals and any obstacles she may have been facing. I would ask her a lot of self discovery questions and questions about her goals. I asked her how she thought a life coach could be of help in her journey to achieve her goal of starting her own Doula practice. She was a little reluctant at first but I pointed her in the direction of others who became successful after hiring a life coach and she was sold! I told her exactly what to expect from my end and she nearly cried, typing emojis with tears! We began our coaching relationship right away! Now that she was my client I really poured into her! I simply asked her what were some real situations in which a woman would need a Doula and how she could uniquely provide the solutions. I asked her to describe a real scenario and provide a real solution. After doing some research to find out why pregnant women would hire a Doula, starting a support group for pregnant women, surveying a few pregnant women in her current job and in her community, and tapping into her own experiences, she immediately and clearly realized that she had to see herself in business as a provider of solutions. This lead to messaging sometimes at 2 am to let me know that she was gaining new clients and felt so relieved and excited! She mentioned that they felt very comfortable and would stay in her office for very long periods of time, causing her to get home later than expected! Well I did not want her to continue getting home late and missing out on her family time, since she was a new mother, so I also took the opportunity to engage her in some time management activities. I was determined to offer her solutions in all areas of her life. I was simply suggesting ways for her to improve and move towards where she truly wanted to be. The relationship went well and she is now in her own practice. I have not heard from her since 2 years ago but I hope all is good.
It is my hope that you truly realized how I practiced relationship building and problem solving to get my client from suspect, to prospect, to eventually being my client and how I uniquely suggested that she practice the same method in gaining clients of her own.
Try to learn your customer in terms of the Pain Points they may be experiencing. Recognize these Pain Points by asking questions and carefully listening. Here are a few ideas:
- Imagine a day in the life of your potential client
What problem does your product or service uniquely address?
- Ask current your current clients about their lifestyles and goals
How do they actually perceive themselves or how satisfied are they with their lives?
- Ask customers what empowers them – and what doesn’t.
Find out what your potential client is really in need of
- What is the true source of your potential client’s pain?
Sometimes, you’ll will have to read between the lines and listen past the impulsive requests
- What potential client will see the most value in having pain removed?
These will be your committed clients
- Who will ultimately buy your solution?
The end user of your product/service is not always the one who pays! Some examples are Children/ Parents or Teacher/Student
P.S. See you on the other side of change because I no longer live in contemplation!
Ukhtee Walida- Your Mental Fitness and Business Coach