Do you know what your prospects really want?

Well let me ask the question this way. Are you attracting all the clients you can handle? If not, then the answer is probably not really? Experience tells me that most small business owners feel like they have a pretty good idea what potential clients want, but they’re often missing the mark.

This much we all should know… If you want to get marketing results, then you need to get into purposeful marketing action. However, if you’re in action but still not getting results, then it means you’re not giving prospects what they want. (And by-the-way, trust me, not all prospects expect everything for free.)

The typical small business approach. If you think you’re going to pick up clients because you have the best product/service, the most experience of anyone in your field, or because you offer the best service at the best rates then YOU ARE WRONG! This flawed, but widely-used approach is based on trying to get potential clients to notice you so they want to come work with you. But that’s not what your prospects really want.

I’m not saying that your experience and quality products/services are not important. It’s just not as relevant to a winning marketing message as you might think. And that’s largely because the focus tends to be more on you and not on your prospect(s).

Your prospects want to know that you understand what they’re dealing with and that you’re focused on helping them. For the most part, your prospects are looking for the promise of a solution to some problem, issue, or challenge that has been weighing them down or holding them back from some greater outcome.

Avoid the “who cares?” information overload. People want to know “what’s in it for me?” They’re looking for information that will help them resolve that problem, issue, or challenge once and for all. That’s what your prospects really want.

On the Get More Clients Fast Path, we want to show you how to leverage this marketing insight. Will you join us on the Get More Clients Fast Path? Details Inside!