Your clients perspective – what’s in it for them?

Never focus solely on your own needs, find your clients perspective

I love living and working in this new social era. It’s a very niched world where we can work with a variety of experts to help us achieve our goals. We don’t have to be a big player hiring a big agency. On the flip-side, this also means there are unlimited opportunities for individuals to do amazing work in the world based on their best talents, skills and passions.

Developing a business based on you, your values, your style, your vision is the ultimate in creativity.

To thrive in this environment, entrepreneurs have to consider both their and their clients perspectives. The clients perspective is often the most overlooked aspect of any business model. Until you define both what’s in it for you and what’s in it for them with crystal clear clarity, growing a brand can become a constant push.  Sometimes we have to push, but doing it around the clock, year after year will lead to burnout.

There’s a better way.

By extracting and defining your customers needs along with your uniqueness, you can begin to craft a distinct value proposition – a compelling and rewarding exchange of money for service.

Here are some thought-provoking questions to ask yourself to begin to understand more about what people may want from you and how you deliver it differently so you can begin to better define this two-sided value exchange.

How badly do they want it?

• Clients perspectives and desires are biggies that we often miss. What are your customers burning needs? List them all.
• Is the pain they are feeling or desire they are experiencing for change weak or strong?
• Does your market position (for eg. high vs. low-end) and price attract the type of customer you want? (For example, low pricing can actually signal you are not qualified to help a kind of client who wants the best).
• Does your brand (design, copy, imagery) reflect your market position?

Do they like you? 

• How well do you resonate with people? Who responds to your communications?
• How much rapport do you have with your clients? Do you go deep with them or are the transactions quick and dirty but they love that about you because they just need stuff done.
• What kind of client relationships rock your world?
• How much do your clients trust you? What about prospects? How much convincing is required before they buy?

Do you do a good job? 

• Do your customers really love working with you. You getting lots of referrals?
• When do you feel like you’ve made a big difference in your client/customers life?
• Are your customers coming back? What do they typically need next?

How are you different?

• Write down 5 words others might use to describe you. (They are all good!) Often the most challenging ones for you to accept are the ones that set you apart from everyone else.
• How do you do what you do in your own distinct way, apart from others they could hire?
• What do you do that no one else can compete with in terms of quality or results?

Take a moment to sketch down the answers to these questions. This deeper knowledge is a good starting place to figure out why people should work with you and an excellent way to amp up what you offer.

Here are some ideas:

• Use it in your copy to create your website and promotional messaging.
• Find ways to offer more value to previous clients who already love you.
• Create a more unique and compelling positioning statement to guide you.
• Start to figure out what kind of client is worth targeting.

Can’t see the forest for the trees? I hear you. I wasn’t able to see my own unique value until I had someone reading my own answers, discerning themes and pointing out the talent.

I can do the same for you. Check out my Position Your Mastery workshop to help you brand yourself for greater appeal to those who’ll grow your business.