How Can You Attract Clients by the Way You Talk About Your Own Business?
November 18, 2008 by Sharon Wilson
Filed under Spiritual Business Building Tools, Spiritualpreneurism
If you have your own business, it won’t be hard to picture this moment:
You’re at a reception, circulating among the guests. You meet someone who could become your next client. They say, “And what do you do?”
You, who love your business and know it as well as you know your own children, suddenly draw a blank, mumble a few words, and out stumbles a poor excuse for a compelling message about your business and its value.
No new client today!
You need to activate your possibility to create a compelling answer to the question, “What do you do?”
You can make it so convincing that you will attract more clients as you talk about your business! Try this practical “message creation” exercise that you can use again and again. You can also use it with your clients.
It’s called End from the Beginning.
When you’re facing a difficult challenge, there is a real power in picturing the end result and working backwards to your present moment. This is one key to how I help my clients. If you can vividly picture the result, your thoughts, feelings and actions will be more intentional, and it will be easier to get there.
On the other hand, if you cannot vividly picture the result, you can not form a clear intention, and your thoughts, feelings and actions will likely be undermining your chances for success.
So, try my exercise: End from the Beginning. Create a compelling message about your own business. Set aside an hour, find a spot where you will not be interrupted, have a pen and notebook, and write your answer to the following:
Your Source:
- What gives you the strength to do what you do?
- What is your Source? God, Upbringing, Spouse, a Driving Cause…
- Take a moment to get in touch with your Source.
Your Afterglow:
Imagine: It is a few months since you finished working with your client. Your client, out of the blue, writes you to say how your work with them is still bringing great benefits. They tell you that you are simply the best, and that choosing you was the best decision they ever made. And you know you were at your best with that client.
- How do you feel in this moment?
- What was the benefit you brought your client and what did your client say that is making you feel the satisfaction your are feeling in this moment?
- Also, describe your client. Draw a word picture.
- Now, go back to the point in time when you just finished the project with your client.
- What did they say to you at that time?
- How easy and rewarding was it for them to work with you?How did they feel about the immediate short-term result?
- How happy were they to pay you?
Your Message:
- Now you’re ready to create your compelling message–still End from the Beginning.
- What specifically did your client say or do in that moment when they made their decision to go with your business?
- “Yes, I would like to ________________.”
- What specifically did your message ask your client to do?
- Respond to what offer? How?
- What did you say that motivated them to do this?
- Describe the benefits you pictured in your conversation–benefits of working with you.
- How were these benefits a solution to the problem or challenge your client faced? What did you actually do that made the difference?
- What was your client’s original need or problem?
If you have written a brief answer to each of the above questions, you now have before you the raw material to create a truly compelling message to a prospective client.
Starting with the final bullet and working back to the first bullet, write your message now.
Learn it well. Practice speaking it aloud. Practice it often in public. Use it to create ads, articles, and spoken presentations.
When ever you feel blocked, you can find help in using the strategy of the End from the Beginning.
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This was a great tip. I might make a blog post tonight about the same subject linking to this page. I’ve many times been in that situation and more often than not mumbled something… End from the Beginning is great advice.
Thanks so much Jussi! I would love to hear what you have to say on the subject!
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