Today I’d like to share a strategy for attracting lots of clients, without ever having to leave your desk. It’s about marketing to your prospects by giving them really good ideas and great content—something they can use right away. In fact, if you want prospects to be attracted to you and to hire you, you must first provide high-content and high-value in everything you do, especially your marketing.
Now, that might seem counterintuitive at first. You might be thinking, wait a minute, why would they hire me if I gave them everything I’ve got for free?
Well, the idea here is not to give EVERYTHING away for free, but to give them enough that they see how valuable your expertise is and let them know that this is just the tip of the iceberg. The idea is that they say to themselves, “Wow, if her FREE stuff is that good, I bet her PAID stuff must be great!” That’s when they want more.
You see, too many of your competitors or colleagues try to sell from the very first encounter or impression and they don’t add any real value in their marketing. So their marketing is a big pitch fest and frankly I consider that a turn off. People stay tuned in to your marketing and actually look forward to receiving it when you add value beyond what others in your space are offering.
This is what makes you stand out and makes people trust you, sometimes very quickly. They sign up to work with you rather than the guy down the street who’s always just trying to sell them something without adding any real value.
Now, about the fear of giving away the farm.
Here’s how you can look at it. If you look around the internet, you do a search on the internet, or you go to your bookstore or the library, you’ll notice that there are thousands and thousands of books that will tell you and your prospects how to make more money, how to manage your finances, how to get fit and eat more healthy, how to decorate your home, the list goes on and on. There is information everywhere.
Now why aren’t your prospects taking that information and running with it and applying it themselves? There’s free information everywhere. It’s because if they were going to do it themselves, one they would have done it already. Secondly, if they were going to do it themselves, they’re not your idea of clients.
So most people want you to do it for them or with them and they will pay for that. I know that I do because instead of trying to master something I know nothing about, for a fee I can borrow someone else’s 10,000 hours of mastery, 10 years of their life and get results much more quickly than I would ever do on my own.
So don’t worry about giving away too much good content or high value in your articles, videos, webinars, your free offers, etc. You can give a huge amount of free content because most people won’t want to do it on their own. They want to hear that you know what you’re doing, you know what you’re talking about, and once they trust you, instead of implementing it on their own without structure, without best practices, without support, without accountability, they will hire you.
Once you’ve demonstrated that you’re an expert by giving really good nuggets in your marketing, they will hire you. It works. So try it.
Take some time to really evaluate how you’re marketing to prospects and clients. Are you giving good value? Are your prospects getting something from your free stuff or are you simply pitching with no value? If you’re not providing high-content, high-value then it’s time to make some changes. I promise you when you do, clients will come out of the woodwork to work with you.
Now, if you’re just starting out and trying to fill your practice in the FIRST place, then follow a step-by-step system that feels easy and authentic to you. The Client Attraction System™ gives you the most important actions to take to set up simple, solid systems, so that you consistently fill your pipeline and continually get new clients.
It’s all step-by-step. So, you do step one of the system, and when you’re done with that, you move on to step two, and so on. All the tools, scripts, templates, and examples are handed to you on a silver platter. Easy. You can get it at TheClientAttractionSystem.com.
we love your video. Thanks .Great Video.
Thanks for your note Riya! I’m glad you enjoyed it :)
This is so true – whenever I’m meeting with a prospective client – for exec coaching or hr consulting, I try to give them suggestions, recomendations on the spot – so they can “have a taste” of what it would be like to work with me. I also tell them they can call me…I’ll answer a few questions for free and then suggest a project or engagement. Great advice and dead on
That’s a great approach, and is a win-win for everybody! They get some good stuff from you, you have limits to avoid people taking advantage of your time. Thank you for your comment!
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