You know, there was a time when I used to think making money in my business was hard work and that I had to convince people to work with me or that it was difficult to find my ideal clients.
Well folks, that’s all a myth!
The truth of the matter is you don’t have to convince anyone (in fact you shouldn’t convince anyone).
You might be thinking…”well it’s good for you Mark, but I am not making any sales in my business.”
Now, that may be true now, but it doesn’t have to be this way…
In my experience, there are two myths in the the market place today that are preventing people from making money in their business.
Myth #1: You have to convince people to make a sale
Truth #1: Instead, create interest in what you do
The sale is not the end goal. Yet, everyone focuses on it.
Yes, while you need sales to pay the bills, your ideal clients are not necessarily going to buy when they first meet you. And no amount
of convincing will convince anyone to buy. This is because people make their own decisions and conclusions about what to buy and not buy. They have to feel comfortable (aka. ‘know, like and trust you’) before buying.
This is just human nature at work.
Think back with me to when you were 2 years old.
Your mother comes in and tells you to stop playing with your toys because it’s time to go to Grandma’s house for dinner. But, you don’t want to. You’re having fun playing with your toys and you just don’t want to leave and go to Grandma’s house.
Your mother says, “Sweetie, put down your toys, we need to leave now.”
You say, “No mommy, I want to play with my toys.” This goes back and forth for a bit until you start yell, “I don’t want to leave” and start crying.
Although the example may be extreme, it shows that even when we were little, we didn’t want to be told what to do. And the same thing is true about your ideal clients. Your ideal clients don’t want to be told what to buy.
So instead of just saying, “You absolutely need this because you’ll get this benefit, and this feature, and all these extra stuff” as soon as they walk into your life, first find a way to create interest in what you do and keep building the relationship.
Ask yourself, what is it that my ideal clients is MOST interested in finding out more about?
What is their biggest pain point in their life and business?
How can I solve that problem for them?
When you answer those questions, start creating valuable content you can give to them.
This will boost your credibility, get them to see you as an expert, and start thinking of you as someone they would like to purchase from.
Myth #2: Once you have a website up, your clients will come to you
Truth #2: Instead, actively put yourself out there and provide value, value, value
Your clients are all around you!
But, if they don’t know what you do and how you can help them, then they won’t be visiting your website anytime soon.
The truth is you have to be visible, be vocal and be valuable.
Whether that is putting out ‘no brainer’ freebies they sign up for (PDFs, Checklist, Video, Webinar, Training, etc) or you post on social media sites, you have to put yourself out there.
Go to places your ideal clients like hanging out (both online and offline).
Start sharing your knowledge for free so people get to know you.
Answer their burning problems by providing value added solutions (not a pitch to do more work).
Basically, you have to put out good will in order to receive something back in return. (This is called the ‘law of reciprocity’).
The more you can serve and help your ideal clients by providing immense value, the more they will see you as an expert in your field and want to work with you. They’ll practically be lining up to buy what you have.
So go out there and give, give, give!
Busting these myths have serious changed my business. It helped me massively increase my income and that’s why I continue to think of ways I can help my ideal clients more (through emails, ‘live’ challenges, my private LinkedIn and FB groups, videos, and more).
My sincere hope for you is that you take these ideas to heart and start to implement them in your business.
It has been the foundation for my success. It will be for you too!
Until next time…
All the best of continued success
Mark Huber helps entrepreneurs,
business people and individuals grow their
audience and generate revenue from their
relationships specifically through digital
and email marketing and just one good webinar
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