Successful service professionals know that they are problem solvers for their clients. Positioning yourself as a problem solver helps your clients instantly see how working with you will make a difference in their life and/or business. It can also help your unique business stand out in the market. In order to put this strategy to work for you, you have got to find the right solutions to offer. When you take the time to learn your clients’ needs, you will dramatically increase your sales because you will offer exactly what your clients are looking for.
Creating workshops, programs and/or service offerings that appeal to your ideal client’s interests and meet their needs is easy when you follow these three steps:
1. Get clear on your clients’ current problems.
In order to offer the right solutions, you need to understand what your clients are currently going through and understand why they are looking for a service professional like you. If you have been working with your target market for a while, you may think you have a good handle on their problems. However, situations that may have been challenging for them in the past may not be so relevant now. So it is always good to do market research to find your clients’ current problems. This way you can stay up to date on what your clients need and offer better solutions.
Another reason to ensure that you have clarity concerning your client’s needs is so that you and your client will be clear on the expectations from your engagement. Outlining the deliverables and making sure that you both are clear about the proposed solution will help save both of you from any unexpected disappointment and also enable you to be able to better manage their expectations from the start.
2. Ask your prospects and your clients for ideas.
One of the best ways to get a clear picture of what your clients need is to ask them! Conducting a survey of your current prospects and clients can give you valuable insight into the exact solutions that they are looking for. Keep your survey short – no more than 5 questions – and consider offering an incentive for participation. Offering an incentive can increase the likelihood that your prospects and clients will participate. Ask specific questions on the survey about what type of solutions they would like to see. Your survey results can help you create products and services that are guaranteed to sell!
3. Keep your ear to the ground
Setting up a survey is one important part of conducting market research and staying on top of consumer trends in your industry. There are also other types of research that you can use to make sure that your proposed solutions are good enough to meet your customers’ needs. The first example includes searching through business chat forums and social networking sites where your ideal clients hang out. Watch for frequently asked questions and issues that keep coming up again and again. You will likely find that these are problems that your ideal prospects are facing, and are great opportunities for offering profitable, results-focused solutions. Another resource for staying abreast of viable solutions is a business or trade publication specific to your industry or field. Often times, some of the industry’s leading experts share some great insight about the industry and and also share past questions and responses about issues that are prevalent in their respective fields as well.
Taking a hard line approach to focus on solving your clients problems will make you more valuable in their eyes and help you stand out among other service professionals in the same field. If you want to be able to offer the right solutions, you first need to understand your client’s problems. As you begin working with them, look for continued clarity and ways to enhance the value of your services by asking for feedback and other such input from your clients and prospects. By following these steps, you will be able to offer the solutions that your market is looking for and increase both your value with your respective field and your profits.