Posts Tagged ‘attract more high paying clients’

Whether you’re selling a product or service, the 5 tips below are your keys to writing great copy that communicates and persuades… to get results! These guidelines can apply to Web copy, e-mail, sales letters, brochures, direct mail, and more. As long as your goal is to elicit a reaction from your reader, you’ve come to the right place.

Tip 1. Tune into that well known radio station WIIFM.

Many entrepreneurs talk endlessly on and on about how great their business is and what great their products they have. Hello? Client, anyone? What’s your prospect or client thinking, “So, what? What’s in it for me?” Start being client centered. If you can, talk with some of your current clients and ask them:
1) why they chose you, and
2) what they get out of your product or service.

Tip 2. Put your focus on the benefits.

Way too many small biz owners get so into the fact that their product or service offers a lot of neat features is great, but what do they DO for your customer? Do they cover the BIG 4? 1) Do make her money? Save her money? Save time? Avoid effort? Think about what your clients are REALLY looking for.

Now, what does a life insurance agent sell? Policies?

Nope — peace of mind. (You’ve got it NOW.)

Tip 3. Draw them in with interest.

The first thing your prospect or client hears can mean the difference between success and failure. have an interest (your clients interest) based conversation. Forget the jargon because most offend those conversations aren’t effective. There are many ways to have an attention holding conversation. REMEMBER to make it the conversation client centered — no one gives a hoot about your company. So if you are a financial adviser don’t talk with a prospect about what a new amazing financial program you have. Instead talk with them about turning their finances around in 30 days! Make sense?

Tip 4. Nix the buzzwords.

Avoid industry jargon and buzzwords — stick to the benefits. An easy way to weed out buzzwords is to think of dear old Grandma listening to your conversation. Would she get it? If not, clarify and simplify. (Unless your target audience is a business audience then you’d want to upscale your conversational style and upscale your words.)

Tip 5. Use client’s stories as OFTEN as you can.

Let your prospects know they won’t be the first to try you. Give results-oriented stories from your clients who have benefited from your product or service. Give your clients names (as long as you have permission to use their name). Your prospects and clients want to know they’re not the only one. HINT: Use this magical sentence. “I have a client just like you” and go on and tell the story).

© 2008-2010 Ileana Kane All Rights Reserved.

**If you would like personalized coaching to assist you in overcoming your obstacles, email Ileana at ileana@ileanakane.com for further details. © 2010 Ileana Kane   All Rights Reserved

 Do you want to use this article? Of course, you can. Just use the following blurb along with the reprint of the article:

 Ileana Kane, CEO of Ileana Intl, teaches Enterprising Entrepreneurs how to express their true value and get paid what they are worth. Her products and services show you how to make more money, save more time while enjoying the freedom in your business. 

Get your FREE audio: www.ileanakane.com

Pam had been excited when she first started her small business she had her marketing planned out and working her marketing plan.  Somehow her passion wained and her motivation was at an all time low.  She was losing sleep at night.

When I asked her what was wrong, she said she was doing so much marketing to promote her business and there wasn’t enough time in the day to get it all done.  By the end of  the day she was tired and her phone wasn’t ringing like it used to.  I found Pam committing the forbidden 6 marketing sins.

For many entrepreneurs, we have difficulty doing a lot of marketing without getting the return on investment with our time.  Listed below are the seven sins of marketing.  They’re so simple I’m afraid that you might dismiss it at a first glance. So give it a read. I’m sure you will get ideas how to tune-up your own marketing system.

MARKETING SIN  #1- No marketing plan.

Let me ask would you go on vacation with out  a plan?  It’s no different in marketing. Small business owners and entrepreneurs are “doers.” There is nothing wrong with that – that is why they work for themselves and get things done! But often they get so busy they lose sight of where they are going and how they want to get there.

Just by giving the name of marketing plan sounds UGH and boring just the thought of those two words are less than motivating. The fact is creating a simple marketing plan can be so easy.  Hung up on the naming your  marketing plan still?  Call it your money map!

Let me give you the first three steps of creating your money map:

MARKETING SIN #2 – You’re like everyone else.

Most small business owners just name their selves by the profession.  For an example: I’m a mortgage broker, I’m a therapist, I make jewelry.  YAWN.  It’s like looking at a herd of zebras.  There is absolutely nothing to differentiate you from the herd. But if you were the color-striped zebra; you would stand out in everyone’s mind.

Take a long look and ask yourself these top two questions.  What makes your business different?  What makes you, your services or products unique? With the explosion of  new businesses, it should be your top concern – to set yourself apart from the pack.

If you are providing an ordinary product or service it may be hard to set yourself apart based on what or how you do it. But there is one thing in your business that no one else can duplicate – YOU!

MARKETING SIN #3 – No Visibility

If no one knows who you are or what you do you will always struggle to get enough business. Networking, public speaking, publishing articles are just a few no cost ways of getting the word out.

One BIG caution.  Do NOT do what one of my clients did before they came to me. They had a meeting with a television advertising salesperson who promised them everything and of course the delivery was way less than promised.  In fact this small business owner did not receive one lead from all his efforts and money spent. (If you
do approach the radio and television advertising arena, make SURE you are working with someone who KNOWS the business.)

The real key to a thriving business is sharing the value we offer in our products and     services to our customers.  Knowing the value of what we offer will lead to getting paid
what you are worth.

Charging what you are worth is a simple two-step process.  The first step is to know the value of the results you deliver and the second step is to know that your are absolutely worth it. The value of what you offer is perceived by your clients and your pricing is perceived by you.  

The biggest mistake I see entrepreneurs make is they try to describe what they do. 
       
Describing what you do leads you down the path of using features. Trust me, your clients do not care about the features.  

Let me give you an example of features.  Let’s say you are a coach.  When coaches are  new to growing their business, they normally tell you how many sessions you will get with them and how long the sessions last.  Yes, at some time, your client will need to know this but not at the beginning of your conversation.  Just remember in the above example this is not a benefit or a result of what you do for them. 

What you want to do, is let them know the results they will get. 

Let’s take the same example of the transition coach. What you want to talk about is how, at the end of 60 days, your client has a clear plan describing what they want to do and how they will make their transition.  

See the difference between the features (the number and time of sessions) rather than the end result?  

Keep focused on the remarkable results and you will start seeing a big difference in getting more clients (and higher paying clients).

Your business in action: 

Think about what you really do for your clients in the end and what’s in it for them.  
   
Then write out a long list of benefits and results.

© Ileana Kane All Rights Reserved 

Do you want to use this article? Of course, you can. Just use the following     blurb along with the reprint of the article:

 Ileana Kane, CEO of Ileana Intl, helps Enterprising Entrepreneurs express their true value and get paid what they are worth while moving away from trading  ‘dollars for hours work.’  Her products and services show you how to make more money, save more time while enjoying the freedom in your business.  For your FREE audio: www.milliondollarmuse.com

 

It’s really challenging to offer only one way to work with you because it’s an all or nothing proposition to the prospect.  Prospects want to be able to choose what program(s) fit their needs.  I had Jo Ann offer service packages to her clients.  Then we looked at creating a packaged product for prospects and clients. This gave her passive income.  Next, we looked at offering a full day with her for her high end clients. The next thing I’m having her put into place is to get a bigger presence on the internet.

This was a great start for Jo Ann and it gave her a way to enroll prospects in here services more often And a way to have prospects that didn’t have the money right now to still work with her .  Once we put those systems into place Jo Ann’s business turned around fast!
 
Having more than one income stream will get you to your 6 figure income (and beyond). You’ll have more fun, joy and satisfaction in your business.

I  just returned from spending an entire day with a client.  We planned their business success road map for this year. I had originally worked with this client over 3 years ago.

So how did Sarah remember me after all this time? Sarah had been on my database and had consistently been receiving my e-zines. Sarah is just one of the many stories I can share with you, where I’ve received thousands of dollars of referrals, sales and business by sending out one simple e-zine on a regular basis.

There are many marketers sending out e-zines and emails weekly.  I’ve even experienced having one marketer sending out emails every day. What do successful marketers know that you might not know about sending out a weekly e-zine?  Plain and simple, it works!

The biggest challenge today with the majority of  entrepreneurs and small business owners is they just don’t realize the huge monetary impact of sending out a regular weekly e-zine. So, this keep in touch strategy is put at the bottom of the priority pile with all the other things to do.  If you want more business and a simple and easy way to stay in touch with prospects and clients, put sending out an e-zine on a regular basis!

Here are the 6 MUST have’s to include in your e-zine…

1. Your personal note

Today, before prospects become clients they want to know, like and trust you. They want to know you on a more personal basis, not just know about your business.  So, put a personal note at the beginning and let them step into getting to know you.

2.  Use photo’s

When you use a photo, this brings you to life, brings your e-zine to life and makes it more fun and easier to read.

3.  Give your readers VALUABLE information

To keep your readership engaged and have them stay subscribed provide great content that’s of VALUE in the form of a featured article.

4. Use client testimonials

Client testimonials are the easiest way to show your prospects that your products and services are legitimate and they work. It’s easier to have someone else rave about you,  and how wonderful your product services really work!

5. Let them know what you are up to

Letting your prospects and clients know what you’re doing and what you’re up to give them an opportunity to forward your e-zine to their friends who might be interested.  It’s a very casual way to give them an offer without sounding like a sales pitch.

6. Give a short Bio

If you keep yourself and your business the world’s best kept secret, how will everyone get to know about YOU?

Sending out an e-zine, including articles with HIGH value content is the single best way to keep in touch with your prospects and clients will save you time and ACCELERATE your profits.

© 2009      Ileana Kane   All Rights Reserved

I  just returned from spending an entire day with a client. We planned their business success road map for this year. I had originally worked with this client over 3 years ago.

So how did Sarah remember me after all this time? Sarah had been on my database and had consistently been receiving my ezines. Sarah is just one of the many stories I can share with you, where I’ve received thousands of dollars of referrals, sales and business by sending out one simple ezine on a regular basis.

There are many marketers sending out ezines and emails weekly. I’ve even experienced having one marketer sending out emails every day. What do successful marketers know that you might not know about sending out a weekly ezine? Plain and simple, it works!

The biggest challenge today with the majority of entrepreneurs and small business owners is they just don’t realize the huge monetary impact of sending out a regular weekly ezine. So, this keep in touch strategy is put at the bottom of the priority pile with all the other things to do. If you want more business and a simple and easy way to stay in touch with prospects and clients, put sending out an ezine on a regular basis!

Here are the 6 MUST have’s to include in your ezine…

1. Your personal note

Today before prospects become clients they want to know, like and trust you. They want to know you on a more personal basis, not just know about your business. So, put a personal note at the beginning and let them step into getting to know you.

2. Use photo’s

When you use a photo, this brings you to life and brings your ezine to life and makes it more fun and easier to read.

3. Give your readers VALUABLE information

To keep your readership engaged and have them stay subscribed provide great content that’s of VALUE in the form of a featured article.

4. Use client testimonials

Client testimonials are the easiest way to show your prospects that your products and ser

It’s easier to have someone else rave about you and how wonderful your product services really work!

5. Let them know what you are up to

Letting your prospects and clients know what you’re doing and what you’re up to give them an opportunity to forward your ezine to their friends who might be interested. It’s a very casual way to give them an offer without sounding salsey.

6. Give a short Bio

If you keep yourself and your business the world’s best kept secret…how will everyone get to know about YOU?

Sending out an ezine including ezine articles with HIGH value content is the single best way to keep in touch with your prospects and clients will save you time and ACCELERATE your profits.

I recently met with my client, Pam, who left her corporate job to start her own small business venture two years ago. Due to her marketing efforts her small business had quickly grown, she had built up a clientele of loyal customers and recently she has had a decline in her business.

Pam had been excited when she first started her small business she had her marketing planned out and working her marketing plan. Somehow her passion wained and her motivation was at an all time low. She was loosing sleep at night.

When I asked her what was wrong, she said she was doing so much marketing to promote her business and there wasn’t enough time in the day to get it all done. By the end of the day she was tired and her phone wasn’t ringing like it used to. I found Pam committing the forbidden 7 marketing sins.

For many entrepreneurs, we have difficulty doing a lot of marketing without getting the return on investment with our time. Listed below are the seven sins of marketing. They’re so simple I’m afraid that you might dismiss it at a first glance. So give it a read. I’m sure you will get ideas how to tune-up your own marketing system.

MARKETING SIN #1- No marketing plan.

Let me ask would you go on vacation with out a plan? It’s no different in marketing. Small business owners and entrepreneurs are “doers.” There is nothing wrong with that – that is why they work for themselves and get things done! But often they get so busy they lose sight of where they are going and how they want to get there.

Just by giving the name of marketing plan sounds UGH and boring just the thought of those two words are less than motivating. The fact is creating a simple marketing plan can be so easy. Hung up on the naming your marketing plan still? Call it your money map!

Let me give you the first three steps of creating your money map.

Step one would be to list your ideal client. Step two would be to list the top three lead generating strategies to pull them in. In step three, you would list your first few implementation steps and put those steps into your calendar. Voila!

MARKETING SIN #2 – You’re like everyone else.

Most small business owners just name their selves by the profession. For an example:

I’m a mortgage broker, I’m a therapist, I make jewelry. YAWN. It’s like looking at a herd of zebras. There is absolutely nothing to differentiate you from the herd. But if you were the color-striped zebra; you would stand out in everyone’s mind.

Take a long look and ask yourself these top two questions. What makes your business different? What makes you, your services or products unique? With the explosion of new businesses, it should be your top concern – to set yourself apart from the pack.

If you are providing an ordinary product or service it may be hard to set yourself apart based on what or how you do it. But there is one thing in your business that no one else can duplicate – YOU!

MARKETING SIN #3 – No Visibility

If no one knows who you are or what you do you will always struggle to get enough business. Networking, public speaking, publishing articles are just a few no cost ways of getting the word out.

One BIG caution. Do NOT do what one of my clients did before they came to me.

They had a meeting with a television advertising salesperson who promised them everything and of course the delivery was way less than promised. In fact this small business owner did not receive one lead from all his efforts and money spent. (If you do approach the radio and television advertising arena, make SURE you are working with someone who KNOWS the business.)

© 2008 Ileana Kane.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? Of course you can, as long as you include the following with it: Ileana Kane founder of “Turn Your Passion to Profit Marketing Breakthrough System” publishes a weekly Ezine ‘Opportunities on Marketing & Success for Your Small Business’. If you’re ready to take your business to new heights with ease and your ready make more money, have more profits and more time off. Get your FREE Audio ‘Turn Your Passion To Profit” in 5 Proven Simple Steps. Go now to: www.milliondollarmuse.com.