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Benefits are sometimes tangible results, but more often they’re intangible; they’re the effects our services have on your clients’ quality of life. They are what make your offer an investable opportunity. They are what people buy. Identifying benefits allows you to speak to and touch your target market on a much deeper and more personally and emotionally connected level. The more benefits you uncover, the quicker you will start to attract new clients. People buy results and the benefits of those results. Every time you communicate use words that you hear your clients use and express very specific solutions to their very prominent problems.

Relax, Be Playful, and Have Fun! Look for the humor in everything you do and think of ways you can have e fun and help your clients at the same time. Don’t be afraid to

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    Be playful and quirkybe yourself.

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      Be full of energyenthusiasm is contagious.

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      Help others laugh a lot—it’s the best sales technique in the world.

Clients Want You to Help Them. View your role with your clients as that of a highly important and trusted advisor. Start to view yourself as a leader in their life. We all want someone to believe in. Be that person and you can write your own ticket. If you view yourself as a trusted advisor, clients will never forget you. Always be communicating. Let everybody and anybody know how you help people:

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    Whom you serve (your target market).

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      What their urgent needs and compelling desires are.

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      The investable opportunities you have to offer them.

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      What the benefits of your investable opportunities are.

Market Research – If you can provide what others in your field aren’t providing, you’ll very quickly create a demand for your services. Consider as well whether there are services you could improve on or unique advantages you can offer to your target market others that others can’t offer or aren’t offering. Surveys are another great way to identify potential target markets.

Choosing a target market you can feel passionate about serving can be an enjoyable and immensely rewarding process if you approach this process with an open mind and an attitude of play, reaching out for help from family, friends, or a professional business coach to guide you.

Chapter 3: Develop a Personal Brand

A personal brand will serve as an important key to your success. A personal brand will help clearly and consistently define, express, and communicate who you are, whom you serve, and why you have chosen to dedicate your life and work to serving your target market so that you can attract your most ideal clients and repel those who are less than ideal.




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