What will get your clients the best results? Have you ever stopped to ask yourself this question and truly, deeply thought about it? Your ability to know the answer to that question and clearly articulate it to your audience could be a major factor in your success. The answer to that question is how you will be able to create “value” around why your client needs to give you the commitment you need to be able to get them the results that they desire.
Stand in your authority.
Do yourself a favor and go grab a piece of paper and a pen. Now write down what is going to get your clients the best results. I want you to think about this from a perspective of how they work with you, what solution you provide, and what it is going to take in order for them to get the solution that they are seeking.
Understand that it’s on you to define what is going to get them the best result.
Clients are always going to come to you and tell you that they think they know what they need. They’re coming to you from a place of pain with a want or need. It’s on you to tell them that you understand their need, the goal that they’re trying to achieve, and here’s what it’s going to take in order to get them the results that they are desiring. When you do this, I want you to stand in your power, maintain that level of confidence, and do not bend on it.
Here’s an example.
If a client comes to me and their goal is to gain XYZ number of clients and get fully booked. But they don’t have a clear picture of what they’re doing. They need new offers and their positioning is all over the place. I know for a fact that I cannot get them to a place of clarity and a place of results with anything less than 4 months.
Let’s take this a step further. As I was going through this program last year, it was a 4 month commitment. But I realized that after the first 8 weeks of that initial deep dive, that meeting weekly with my clients was not enough time for them to actually execute on the things we talked about.
They didn’t have enough time in between our sessions to execute on all of the things that we talked about. In reality, our meetings needed to be moved to every other week. So I made that change. Now after the initial 8 weeks, the following 8 sessions are every other week. This makes my 1:1 program, a 6 month program.
Somebody said to me that I was going to have a hard time getting people to commit to 6 months because that’s a big chunk of time. Yes, it is a sizable amount of time, but not if they’re the right client and not if you can position it correctly and explain to them why it’s set up that way. If I can very clearly articulate what it looks like and why it’s that way then I can show them this is what is going to get them the best result.
Here’s another example.
I recently launched my sub brand, The Accelerated Business Alliance. It’s a 3 month commitment. Why? Because you cannot network and build relationships effectively and efficiently in anything less than that. It takes time for people to get to know you. So you have to be able to commit to the process for at least 3 months. If you’re not willing to commit to the process, then it’s not a good fit.
This is why you want to be able to say here’s what it is going to take for you to get the best results, and if a client is not willing to see the value in that or they’re questioning your expertise, they are not a good fit for you right now. It’s on you to position yourself accordingly. This is what I mean by standing in your authority.
There’s always room for customization.
But the reality is that you don’t want to be customizing everything. You also do not need to tear apart your packages and only do the one thing the client wants. So you need to be able to say, “I’m sorry, I understand that this is what you think you need. However, this is what I know you need.This is what I know is going to get you the best result.” Own your authority and your integrity.
Here’s your key takeaways.
First, I want you to write that down and ask yourself that question. What is going to get your clients the best result, and what is the minimum commitment you need from them? Furthermore, what is it going to take in order for them to see the result that they are desiring? Be honest with yourself. Go back through all of your clients and look at the process. Which clients have gotten the best results from you? Figure out what those key components are.
Next, remember there’s always room for customization, but you don’t want to be customizing everything. Lastly, stand in your authority and stand firm. Be able to clearly articulate and explain to your client why you are requiring a certain commitment from them.You need to be able to clearly articulate that so that you can position yourself from a place of value. Understand that you have to be able to create value around why your client needs to give you that commitment.
So, I’m curious about what it is that will get your clients that best result. Jump into the Facebook Group. What does it take for your client to get the best results? Share it with me. Let’s talk about it.
Connect with Michelle-
- Website – https://michelledenioconsulting.com
- Facebook Profile – https://www.facebook.com/MichelleDeNioBizStrategist/
- Linkedin Profile – https://www.linkedin.com/in/michelledenio/
- Facebook Group- https://www.facebook.com/groups/fullybookedsolopreneur/
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