There are three essential areas to understand when you sell your product: the client, the seller (you), and the offer. This sounds simple, but when the client is not buying what you offer, I have found that it often revolves around a language gap between their problem and how your service solves that problem. When you understand where the disconnect is happening, you can adjust your offer and drastically increase the odds that they will want what you offer.
Recognize Where The Disconnect Begins
Your clients come to you with knowledge based on their perception of a problem. They may say things like this, “My problem is that I need more clients,” when in reality, they don’t have clients because they have another issue. You, the expert in your area, may be listening and thinking no, no, no, what’s really wrong is – you are missing the client attraction piece, you don’t have a strategy, your mission and vision are misaligned – whatever the real problem is, you are seeing it, but they are not. And here lies the disconnect between the client’s knowledge of their problem and your expertise and experience in the area, creating a language gap.
The problem occurs when you try to sell based on what you know is the issue because that is not what they see as the problem; there’s a gap between what they think and what you know, and by bridging that gap, you can fix your selling problem.
Perpetual Uncertainty Creates Vulnerability
Living in perpetual uncertainty creates a type of whiplash and vulnerability that becomes exceptionally tiresome. We are wired for safety and trust and often feel entitled to these feelings. This is why we have relationships, homes, friends, and community – they provide nice cocoons that allow us to feel that safe feeling we crave. When this becomes threatened, our layers of protection become ripped apart, creating a rawness and leaving you feeling alone, incredibly vulnerable, and tired – myself included.
The Offer Is The Hero
You need to look at your experience and what you know is the problem and think of it as your secret sauce. You don’t sell the secret sauce; you use it to create a fantastic offer – an offer that is the solution to their problems. So, what does this mean? It means they don’t need to hear all your assessments based on your experience. They need to hear how you will help them, which is how you bridge the gap and how your offer connects to their problem. From here on out, make an offer — and this offer is the solution to their problem, and that is all you talk about. You don’t talk about you and your experience and what they really need because that is the secret sauce – you only talk about how you can help them solve their problem, the offer. That’s your flow.
Where To Go For Help
If you need help in any of these areas or just figuring out what you need, I would be happy to assist you in setting up your offers, products, and services, and how you get out there and say what needs to be said. The problem with most of my clients is that their offer is misaligned with the client’s needs, which they can fix. If you want to know more about how to make these adjustments, please click this link and fill out the information for an Uncovery Session. I do seven complimentary monthly sessions valued at $1,500, and I would love it if you received one of my free sessions. Also, to figure out which area is blocking your growth – strategy, systems, or authority – take about 3 minutes to take my Business Growth Blocker Quiz, and find out precisely what area you need to start addressing to see your business grow.
At the Growth Architect, I am committed to helping you learn how to create offers that meet your client’s needs. If you are interested in making changes to help you convert sales, watch my video and click the other links in the article.
Beate Chelette is The Growth Architect & Founder of The Women’s Code, a training company specialized in providing companies an ROI on Balanced Leadership. She has been named one of 50 must-follow women entrepreneurs by the Huffington Post. A first-generation immigrant who found herself $135,000 in debt as a single parent, she bootstrapped her passion for photography into a highly successful global business and eventually sold it to Bill Gates in a multimillion-dollar deal.
Beate works with business leaders and supports organizations by developing and providing training the training, tools, and expertise to create and maintain a balanced, equal, and inclusive work environment that fosters creativity, employee engagement, and corporate growth.
Recent clients include Merck, Women’s Legislative Caucus of California, Cal State University Dominguez Hills, Small Business Development Centers (SBDC), NFTE, CreativeLive, the Association of Corporate Growth, and TracyLocke.
Beate is the author of the #1 International Amazon Bestseller “Happy Woman Happy World – How to Go From Overwhelmed to Awesome” a book that corporate trainer and best-selling author Brian Tracy calls “a handbook for every woman who wants health, success and a fulfilling career.
To book Beate to speak or train please connect here. Your Time Is Valuable!