Many entrepreneurs feel like they’re invisible to their potential clients. They work hard, but clients are few and far between, and they aren’t making the difference or enjoying the income that they dreamed they would.
If you’ve found yourself in that position, your business is probably missing one or more of five key elements that entrepreneurs need in order to stand out from the crowd and become magnetic to their clients.
If you want to stop feeling invisible, and start attracting more clients and wealth, I have listed a few techniques you can use TODAY to catch your clients’ attention, build their trust and their desire for your product, and start making the income and impact you went into business to make.
Here are 5 techniques you can start using today to stand out from the crowd and get more clients:
1. Know exactly what you do and who you do it for
While common sense may seem to say that “the wider the net you cast, the more fish you’ll get”, the truth is that trying to market to everyone at once will actually decrease the number of clients you attract.
If your area of expertise is a vague blur of “I help everyone to succeed in every area”, you’ll probably encounter three problems:
- Because you don’t paint a clear picture of your ideal client when you talk about your services, people probably won’t be able to think of anyone who fits your nebulous description. As a result, you’re less likely to have clients referred to you.
- Your vague message won’t attract many clients, because it won’t inspire the “That’s exactly the problem I have, and exactly the solution I need!” response that makes people want to buy from you.
- People won’t put much faith in you as an expert. If you needed surgery on your heart, who would you trust more and pay more? A general practitioner, or a heart surgeon? Obviously, you’d trust the person who specializes in the specific area in which you need help.
Because of this, it’s important to have a specific type of client you want to attract, and to be clear about what problem you solve and what benefit you offer them.
2. Let your personality shine
If you try too hard to be stiff, perfect and professional, you won’t be very memorable, and people won’t connect with you as a person.
So in your marketing, your presentations, and your interactions with potential clients and business contacts, let your quirks, style and personality show. Don’t be afraid to use your sense of humor, admit to your flaws, be open about the things you enjoy, and turn your mistakes into teaching points.
When you’re authentic and unique, people will connect with you, trust you and remember you, and they’ll be more eager to work with you.
“Be happy with being you. Love your flaws. Own your quirks. And know that you are just as perfect as anyone else, exactly as you are.” – Ariana Grande
3. Go where your ideal clients are, and be attentive and enthusiastic
Where do your ideal clients hang out? What forums, social media sites, events and locations do they frequent? Find out where your ideal clients already are, and go there regularly.
While you’re there, don’t prioritize getting sales or pushing an agenda. Instead, focus on building relationships by asking questions, showing interest in people’s lives, acknowledging their accomplishments, and offering value in the form of introductions or advice.
Make a point of remembering their names and the things they said during the conversation. After events, follow up promptly, and mention some of the things that were said in your initial meeting, to show them that you were listening.
Also make a point of thanking people for likes, shares and retweets, and replying to mentions and comments. If you don’t have time for all of this, get an assistant and delegate it. There’s no point in building connections for your business if you allow them to go cold afterward.
4. Talk about the results, not the process
How many times have you heard people promise things like “I’ll clear out your mental blockages”, “we’ll get your marketing system in place”, or “you’ll create good success habits”?
When you heard things like that, did your heart leap with curiosity and hope? Or did you think something along the lines of, “That sounds good, but I don’t really want it THAT badly right now”? People may recognize that the process is necessary, but it’s the RESULTS that make them burn with desire.
When you’re creating your marketing materials or talking about your product, focus on the specific, day-to-day benefits that it will create in your clients’ lives, and on the negative experiences that they’ll finally stop having.
“Leadership is not about a title or a designation. It’s about impact, influence and inspiration. Impact involves getting results, influence is about spreading the passion you have for your work, and you have to inspire team-mates and customers.” – Robin S. Sharma
5. Tell a story your clients identify with
People love stories – especially stories about people they can identify with, overcoming obstacles that they’ve personally experienced, and enjoying the kind of happy ending that they themselves desire.
On your website’s about me page, in your talks and presentations, in the introduction to your book if you choose to write one, and any other time when you want to connect with your audience, share a brief version of your story.
Tell people how you used to struggle with the same challenges they are dealing with, describe your darkest hour, tell them what gave you the push you needed to succeed, and then describe your journey to success and the good things you’re experiencing now.
Stay concise, but give them enough detail that they can clearly picture the emotions and events, and give them specifics about the good things you’ve created in your life by using the same methods or tools that you’re going to offer them.