When I was a kid, I would go fishing with my uncle at the local lake. To be honest, I didn't know anything about fishing. I just wanted to get my hands on that shiny fishing rod. I remember when he gave me the rod....I threw it into the water "just hoping" to catch at least one fish. I was so desperate to catch anything.
I went to the top of a rock thinking, "maybe I'll catch something right here." I laid down on the dirt thinking, "maybe I wasn't close enough that time." I even stepped into the water "hoping" I would get closer to the fish. "Maybe they didn't see me that time."I did everything I could possibly do to catch a fish.
By the end of our fishing trip, I was dirty, wet and disappointed. Oh, guess what? I didn't catch a thing!
See, my entire strategy was off and the more I became desperate...the more I took desperate actions. I didn't really have a plan and all of the adults were doing their own thing. No one told me about fish bait to entice my fish. No one told me about certain techniques that I could've used to catch my fish.
All I knew how to do was to throw my fishing rod into the lake, hoping to catch a fish.
My friends, if that's what you're doing to get clients then, STOP IT NOW. You are going to spread yourself thin and you'll be stressed out. That's not a strategy and certainly not a solution. You need to connect with your clients on the level they're at now so they can trust you enough to buy from you. No one buys from someone they don't trust. You have to build rapport and earn trust.
Do you know the #1 reason that people buy products and services?
People buy based on their emotions. Are you connecting with your prospects and clients emotionally? I don't care what all the "gurus" have told you and all of that other foo foo nonsense. If people do not connect with you emotionally, they WON'T BUY FROM YOU.
So, how do you connect with them emotionally? How do you connect with them on the level they're at now?
You can do this by doing "listening research." This is one of the most important things you should be doing every single day. This step alone can either make or break your entire business success. Some take it lightly and I can guarantee you they're probably broke.
Moving on...the way you do listening research is by "listening" to what your ideal clients have to say.
Ask yourself these important questions:
What are they struggling with?
What do they need help with?
How can I make their life easier?
What can I do right now to help them?
One of the #1 ways to do listening research is by doing surveys. It's so simple yet so brilliant. You are going to ask them, through Facebook, Twitter, Webinars, Teleseminars and even by email.
If you don't have any clients, no problem! You are going to do a Google search and type in your niche market and the word "forum" after. So, let's say that you want to do some research on jewelry makers and you want to find out how to better serve them. You would type in jewelry makers' forums. You will find TONS of information!
You need to pay attention to what people are saying. What are they struggling with? Are they struggling with trying to string the jewelry together? Or maybe they're trying to find out where they can get a better price on loop rings?
Then you're going to go on over to your competitor's website and review their blog posts. Pay close attention to what their clients are saying in the comment section. What do they need help with? What are some areas they just haven't mastered yet?
You see where I'm going with this? Then you're going to use those EXACT same words in your copy throughout your entire website/blog, sales pages, emails, phone conversations, videos etc...to connect with your clients on the level they're at.
So, how do you know the level they're at? Because they told you! Your clients will love you because you have taken the time out to listen to their needs and wants. This will help you to serve them through your products and services. This will also help you to build your list and make running a business so much easier.
Remember, it's not about you. It's not about what you want for them or what you think they should have. You have to listen to what the marketplace wants and needs. You will know what people want because they will tell you.
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