One of the most important tools that you need to have if you are going to attract the right clients and
not accept clients that are not the right fit is a clear definition of who you can help.
There are a number of ways to go about doing this but one very powerful way is to
use the “3 Biggest Problems My clients come to me with” framework.
Essentially, all you need to do is literally that…
Think about your best clients, the ones that you like working with that give you the least grief
and that stay with you the longest and pay you the most.
What are the 3 biggest common denominators around the problems they came to you with ?
Then write those problems down.
Then, when you are talking to a potential client, to help both them and you to work out if you are
a fit or not you can use this framework…
“The 3 biggest problems my clients come to me that I can help them with are…
They have….
They need…
or they have a problem with…”
Then say “so out of these 3, which ones resonate the most with you?”
So, to use an example that would work in my business, one way I could use
this in my business is…
The 3 biggest sales problems my clients come to me that I can help them with are…
1.They have not communication strategy for writing or verbalising what they do in a way that their clients see as an opportunity
2.They have no process to connect with their dream clients other than cold calling, cold email or unsolicited direct messaging
3.They have low conversion rates from lead to client
And see what they say.
Obviously you need a frame work to have the rest of the sales conversation
but getting clear on this can be really powerful to articulate what you do more powerfully.
If you’d like to learn more about this process and the rest of the sales framework that I teach clients
I am running a Professional Sales Master Class digital version in a couple of weeks.
In it you’ll learn my more powerful frameworks for connecting with your target clients, converting them into clients once you get in front of them and doing higher levels of business.
To be put on the short list simply complete the form here and I will send you all the details
In the meanwhile, if you enjoyed this post please share it on social media or email it to a friend – thanks in advance
In the meanwhile, if you enjoyed this post please share it on social media or email it to a friend – thanks in advance
