You go to a networking event and to strike up a conversation you ask “What do you do?”
“Well, I’m a realtor. I’m also a massage therapist and I sell nutritional products”?
Or maybe “I’m a graphic designer. I can do graphic design for your logo or brochure, digital image, whatever you need.”
So that’s a long list. Wonder if you are good at any of it.
These kind of responses are so common it’s easy not to see the big problem. There are too many options and it’s confusing. And even more, they are about roles or products, not about people with problems.
Clients pay us to solve problems. So, to rev up your business, you have to be super clear on what problems you solve and for whom. Because when do, you can find people with those problems a whole lot easier and faster.
Think you know what problems you solve? Think again.
Ask one of your top clients, “What’s the biggest problem I solved for you this year?”
Really listen to the answer. Is it clear, articulate, straightforward? Chances are it’s not.
How your top clients help you get super clear
Reach out to three or five of your best clients this past year and ask What’s the top problem I solved for you? Then go deeper. Also ask…
- What was your situation when we met?
- How did you feel about not having that problem solved?
- How did you try to solve this problem in the past?
- Why didn’t it work?
- What was it about my approach and solution that made the difference?
- How do you now feel because the problem is being addressed?
After several conversations, do a quick trends analysis.
- Are you hearing similar responses?
- What are the biggest problems I’m hearing?
- What are the situations they were in?
- What is it about my solution that was different?
Chances are you confirmed what you already knew. And, chances are you gained more depth and specificity so you can truly answer the question: What problems do I solve – really?
This isn’t the easiest thing to do. But it is core to revving up your business. Once you know who you’re looking for and what problems you can solve for them, the easier it is for you to find and multiply those clients.
So do the work, don’t be afraid and use your clients to help.
Revving up your business is serious work, but it can also be fun and you don’t have to do it alone. When you take my free “How High Is Your Red Cape Flying for Your Business?” biz quiz, I will give you give you 3 practical, personal ideas totally focused on how to fly YOUR business even higher!