Successfully Selling Your Professional Services

Written by Dr. Rachna D. Jain

The 6 C Approach To Getting Clients - FAST

As a professional service provider you face special challenges promoting yourself to potential clients. You may have certain restrictions on how you market or advertise. You may feel overwhelmed byrepparttar demands of being both owner and employee. You might not have a strong base of effective selling & marketing skills. In addition, you may believe that self promotion is somehow unprofessional and pushy or even unnecessary. Very often, professionals "open up shop" and expect, much like inrepparttar 127217 Field of Dreams, "if you build it, they will come."

I don't deny that there is some validity to this approach; for instance, if you rent space in a strategic location and let your colleagues know you're there then you are likely to get referrals - eventually. This is fine if you're willing to wait months or years to create a thriving business. The bottom line is that you must let people know who you are and what you can do if you want to be successful in selling your services now.

This does not mean that you adopt a persona that doesn't suit you or that you try allrepparttar 127218 marketing and sales techniques you can find while desperately seeking one that works. Instead, I'd like to offer yourepparttar 127219 7 "C" approach to successfully selling your professional service.

Clarity. This refers to spending time to craft a clear, compelling and memorable message. It involves being very clear aboutrepparttar 127220 benefits of your service and finding a way to "speakrepparttar 127221 language" of your potential customers. Very often, professionals resort to phrases like, "I help my clients reach their goals." "I do tax returns." "I give massages". Is there anything particularly compelling or memorable about any of these statements? Not really. Instead, how about these: "I help my clients reach their goals of working 51% less and making 52% more." Or "My clients legally pay fewer taxes" Or "I provide a special type of massage which can permanently reducerepparttar 127222 pain from old injuries." Do you see how each of these statements provides more clarity and givesrepparttar 127223 potential customer more information about benefits? The power of clarity is that you know, right away, if your potential client will buy from you. Atrepparttar 127224 very least you've providedrepparttar 127225 potential client a memorable way to remember you-so s/he can refer friends.

Caring. This point might go without saying, but, just in case this is a new idea you want to be sure you care about your customers. Marketing is most effective (and easiest) when you have a passion for your service and absolutely know that it's effective. You really want people to experience your service because you care, for instance, that they work less and make more, that they save money on tax day or that they are pain-free. If you can't think of anything in your service that you care about deeply, passionately and vocally keep looking until you do. Finding this aspect is like unlocking a treasure chest!

How to Build Trust and Overcome Skepticism With Prospective Customers!

Written by Andrew Wroblewski

Would you agree that people are skeptical of any salesperson or business owner? And that this skepticism is part ofrepparttar marketing problems we all face?

The reality of America inrepparttar 127216 new millennium is that no one believes in anythingrepparttar 127217 way they used to! They are extremely skeptical.

Does this describe your prospects, or what?

Well, letís look at their psychology to see whatís in there. They still want something very important to them.

They want someone who truly cares about them. Who has empathy and compassion for them. Who wants to make their life better.

So, if they want this very badly, and they donít believe anything any more, how do we bridge this gap? Let's take a look at some surefire skepticism beaters.

1. Avoid going forrepparttar 127218 kill too soon.

We still see and hear this allrepparttar 127219 time. You know what I mean. ďSo, Mr. Haney, I would like to stop by and present my ideas on how I can help you with your carpet cleaning needs. You should learn how a professional cleaner would help you do what you can't do yourself. Would Friday at seven, or Sunday...Ē

Yes, people do this horrible stuff. Now, letís think about it for a second. You pick uprepparttar 127220 phone, and some sales person says he would like to come over and tell you that you are stupid for trying to buy something by yourself. That you need him for your own good.

All you hear is someone trying make a buck off of you. Do you think this breeds skepticism?

If you are going to do cold marketing, you sure better build a slow and steady empathic connection with your prospective customer. Takerepparttar 127221 time to let them see you are really interested in them before you ask forrepparttar 127222 sale!

The right time to go for what you want comes around whenrepparttar 127223 personís defenses have been stripped because you were careful not to rush them.

And, yes, relationships can and do occur when prospecting. A relationship starts with your initiative, and it only has a chance to continue if you show people you have walked a mile in their shoes. That you are really interested in them.

2. Avoid making claims.

Everybody, and I mean everybody, hates claims. You know, a claim is some sort of statement that tellsrepparttar 127224 listener that:

Your Whatever Is The Best Whatever, And That You Are The Best Person To Deliver The Best Whatever, Because Your Company Is Best At Making The Best Whatever, Because It Has More Experience And It Has A Bigger Office!

Believe me when I tell you, though, that this stuff falls onrepparttar 127225 deafest ears!

Read my type: No one is listening, and no one cares!

Your prospect is thinking, ďYou guys donít impress me! I donít want to hear how good you are. I donít want to listen to more hype. I want you to...HELP ME!"

What a concept!

See, if your prospective customer senses a true desire in you to want to help them, they will be very likely to keep talking. If you pound your chest and brag about yourself and your company, they get nauseous.

3. Donít talk about it, show it!

This is basically, ďIím from Missouri, so donít tell me, show me!Ē An example:

In a postcard to a homeowner,repparttar 127226 typical furnace guy says, ďWe have worked with hundreds of homeowners like yourself and we know you need to act right now...Ē

Instead, what if you came to a prospect and said something like, ď~ . .Are you really sure you want to get a new furnace right now? Iíd hate to have you make a decision in haste. Donít you think youíd be better off waiting and sleeping on it? I know how worried you are, but a new furnace is a really big decision. Youíve got your other bills and everything How about if I call you in a couple of days, and see if you still feelrepparttar 127227 same way?Ē

Anyway, you getrepparttar 127228 idea. We are not tellingrepparttar 127229 prospect we understand them, and care about them more than ourselves...We are showing them!

Any customer would immediately know that you have been there. That you know exactly what their life is like. That you have a deep sense of empathy. That you are one with them. That you are into their psychology.

Now, when you communicate empathy for their life like this, do you really need to start bragging? Havenít you beaten allrepparttar 127230 skepticism away? Arenít you proving your case without displaying all your credentials?

If youíve entered into someoneís liferepparttar 127231 right way, it doesn't matter about all your years of providingrepparttar 127232 highest level of integrity, trust and service. Or, your companyís 100-year-old reputation for beingrepparttar 127233 best.

Cont'd on page 2 ==> © 2005
Terms of Use