Tired of chasing after individual clients for your business?
Winning new clients isn’t easy. Andy Harrington, Sunday Times Best Selling Author of Passion Into Profit has shared these three effective ways to increase the number of your clients, improve your confidence as a leader and become an authority in your niche. So here are three ways to 10x your number of new clients.
1. Position yourself as an AUTHORITY.
It’s important to remember that not everyone is ready to buy when you are ready to sell. Everyone is at a different place in the buying cycle.
At one end of the spectrum, there are people mildly interested and on the other, there are people that have crossed a pain threshold and they are on a hunt for a solution.
When you go try to drum up business the chances of you being in the right place at the right time with the right client are very slim so instead you need to position yourself in the mind of your client as an authority for what you do, that way when they are ready to buy they immediate think of you.
How do you position yourself in their mind?
The answer is by designing, developing and delivering valuable content that helps them to solve problems.
2. Become an outstanding STORYTELLER.
The most underused tool in business is storytelling. You have to understand that, if you want your content to be shared on social media a great way is if your content is in the form of a story, so people can relate, sympathise, learn etc.
The most important story to start with is YOUR STORY. This is called your E.P.S (Expert Positioning Story) and it’s designed to do one very important thing. To illustrate YOUR WHY.
The WHY you are doing what you do and why you care about the people you do it for. To do this effectively you must understand the composition of the 3 acts that underlie every great story.
The traditional three-act structure includes the following parts:
Act I – Setup: Exposition, Inciting Incident, Plot Point One
This is where we find the ‘inciting event’, an incident that gives characters reasons to quest, desire, resist, want. It shares the initial causes of driving action.
Act II – Confrontation: Rising Action, Midpoint, Plot Point Two
Following from the setup that contains the story’s exposition (the key background to what happens next), the second act typically reveals obstacles and complications characters encounter en route to fulfilling their goals, wants or needs.
Act III – Resolution: Pre Climax, Climax, Denouement
The third act leads to the climax the ‘untying’ of the story’s knotty complications so far.
3. Deliver your message ONE-TO-MANY, not one-to-one.
When you communicate with your target clients make sure your time and reach are leveraged.
This is achieved by putting several of your target markets in a room at the same time and delivering a well-crafted presentation in the form of a message that SERVES and SELLS.
If you spend time communicating with potential clients on a one-to-one basis you will run out of hours in a day to win enough clients and, more importantly, you will have de-positioned yourself by making yourself too easily available rather than EXCLUSIVE.
Putting these three practices into your businesses can radically shift your income into top gear and buy you back the most precious resource of all.
