Take a look at your services and think about what you're selling. If you're like the small service-based business owners that I work with, you may be focused on selling whatever your particular service or trade is. However, take a closer look. Better still; ask a different question altogether. What Are Your Clients Buying? Are your clients really buying your service? At first glance, this may appear to be true, to you at least. However, from the clients' perspective, they're not really buying your service at all. They are in fact buying the benefits associated to your service, a solution to their current challenge. If this is what they're buying, then isn't that what you should be selling? For example, one of my clients is a relationship coach. She explained that her typical clients engaged her services to help them improve their relationships. But what are they really buying? They are buying love, harmony, security, companionship or whatever else an improved relationship means for that particular person. They are NOT buying the process of coaching. Some clients wouldn't bat an eyelid if you used divining rods rather than your service to help them improve their situation - so long as they get RESULTS. So the question is... What benefits/results are your clients and customers really buying from you? Package Your Results! You must be familiar with the idea of packaging used in the context of a product. A package for a product typically gives you an impression of what you're buying and provides more details of what's inside. Use this principle to package your services and make them more tangible. One of the best investments of your marketing time is to package all of your services so that people are clear about your offerings and the specific benefits/results they produce. This makes your service more tangible so that prospects can see the advantages of working with you. For example, I offer my clients a service package called the Fast-Track Intensive Consulting program (http://www.victoriaplayer.com/intensive.html). It offers tailor-made solutions to jumpstart my clients' marketing. It's the quickest and most efficient way to get them from where they are to where they want to be and because it's packaged they can see the definable step that take place to make that happen. So, I recommend that you go away now and determine the key steps that you go through to help your clients achieve results. If you're not sure where to start and are looking for a simple formula for packaging your services and increased sales, then you'll want to snag your spot on one of my Laser Strategy Planning Sessions (http://www.victoriaplayer.com/laser.html). It's a great starting point whether you're a new or established business owner. It's already helped hundreds of small biz owners kick-start their thinking and move into MASSIVE action! You can read their success stories and book your session here: http://www.victoriaplayer.com/laser.html
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Take a look at your services and think about what you're selling. If you're like the small service-based business owners that I work with, you may be focused on selling whatever your particular service or trade is. However, take a closer look. Better still; ask a different question altogether.
ABOUT THE AUTHOR: Internet marketing entrepreneur, Victoria Player, works with coaches and other small service-based business owners to help them develop their online presence, position themselves as an expert and attract more of their IDEAL clients without the need to sell. Sign up for Victoria’s FREE Expert Training Series at: http://www.VictoriaPlayer.com
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