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What Motivates Potential Clients to Hire You?
February 27th, 2008 by Kendall
What motivates people to hire you? That answer can be summed up in one simple word. Connection. Why? Because connection is rooted in emotion, and we all make our buying decisions based on emotions.
Most business owners wrongly focus on explaining how they deliver their service. If you’ve been reading this ezine for a while, then you know that no one cares. What they DO care about is:
1. Can they trust you?
2. Do you seem to understand what their situations involves?
3. Are you reliable? (back to trust again)
4. Will you tell them the truth? (yep, more trust)
Whether or not you are a ‘feeling’ type of person, it’s vital you create a way for prospective clients to feel a sense of connection with you. So how do you accomplish that? Here are my 5 favorite ways:
1. Stay in touch and always offer value when you do
Have a resource handy, a great article, or give valuable feedback.
2. Be direct and speak the truth.
There is nothing to be gained by side stepping the truth because you ‘don’t want to hurt their feelings.’ Weeny answers are not memorable. Nor do you need to be abrupt or critical.
For example: Prospective clients usually ask me to look at their website. When I see one that is particular bad, I say, ‘I see why you’re not getting good response from your website. It doesn’t send the message you’re telling me you want. It needs to be much more (fill in the blank).
3. Ask more questions than you answer
The only way for someone to feel connection with you is if you are an outstanding listener. Make sure that 80% of what you say is in the form of a question.
4. Go for the deeper truth
If you talk about surface problems or issues, you’ll never get to the heart of your potential client’s feelings. Be bold, brave, and respectful as you go more deeply into what their real issue is.
You can accomplish this by either asking a powerful question, or making a powerful statement that summarizes what they have said. Leave out any judgment, say it will love and caring, and you’ll visibly see them open their eyes with new respect and appreciation for you.
5. Repeat your core message, repeat your core message, repeat your core message…
You never know the timing of when your prospective client is finally going to say, ‘I’ve had enough (of their issue)! It’s time to take action.’ If you’ve been consistent and powerful with your core message, they will remember it and call you.
Case in point: the message my HorseWise Brilliance Unbridled™ program sends that you can leverage your brilliance into increased profits.
Just for today, choose one of these methods and give it a try. Tomorrow pick a different one. I think you get the idea…
Posted in Money and Mindset, Small Business Marketing, Soul of Business • • Subscribe to this feed
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Comment by Margaret Patrick — November 12, 2008 @ 3:41 pm