More is Better?
We talk about clients in terms like having “better” ones, not “more” of them. What do we mean? You might have a lot of clients, but if you’re wasting time on “Pain in the Butt” relationships, we can show you a better way.
Start with Your Message
The first step in attracting better clients starts with your message. What do you represent? And, by extension, what does your company represent? We’re not talking about your mission statement. Here is an example:
You run a security systems company. You sell cameras and monitors – i.e., the hardware businesses need to see what’s going on around their property.
If that’s your sales pitch, you are WRONG!
What do you really do? You watch out for invaders – bad guys who want to steal and destroy their property – so the business owners can focus on other things.
You give them PEACE OF MIND!
Run both stories through your mind and see which one appeals to you. Your client might have a dollar figure in their mind for how much they’d pay for cameras and computers, but how much are they willing to pay for freedom? They can leave the office to go watch their kid’s basketball game without worrying about the safety of their property.
How to Tell Better Stories
Quite simply, telling better stories leads to getting better clients. Here are two clues for how to start:
- Be yourself. Don’t pretend to be something you’re not – you may fool some people, but most will see right through you. We call this authenticity and it comes by speaking from your heart.
- Be honest, and always be professional. Your goal is to attract – not repel – potential clients.
Not everyone will love you – it’s okay. Don’t worry about it. The people you attract will really be your people. They will resonate with you on a deeper level and appreciate what you bring to their world.
To read more about better clients, check out our post on The Pumpkin Plan.