WHAT’S THE PROBLEM YOU SOLVED FOR YOUR CLIENTS?

When it comes to running a business, it’s easy to get caught up in the how and what of your products and services. But what truly sets apart successful businesses from the rest is understanding the why.  

Why do you clients come to you?  

What pain points do you solve for them?  

It’s important to identify the problem you solve for your clients and how it can ultimately lead to more successful and fulfilling business.  

So, let’s shift focus from the general aspects of your business and instead, let’s explore the specific needs of your clients.  

Often, there's a tendency to be overly general, focusing on the name of the service rather than the specific pain points it addresses. The true problem you're solving stems from the why—why people turn to you, the journey you guide them through, and the desired outcomes they seek. 

Let's look at real life examples to illustrate the difference between perceived problems and the actual problems you're solving..  

Take a beauty salon, for instance; it's not solving the issue of bad skin. Instead, it might specialise in helping clients overcome rosacea, ensuring they feel confident for significant events like their best friend's wedding. By addressing a specific problem, the salon resonates more deeply with potential clients. 

In the realm of change management, the perceived problem is often seen as managing changes in processes. However, the true value lies in increasing retention rates and fostering a sense of inclusion among the current team during the change process. This not only results in more successful projects but also shortens the overall duration of change management. 

Consider the perspective of a cybersecurity service provider; the real problem they solve isn't just making their clients more secure. Instead, they provide peace of mind to the board, ensuring the right solutions and backups are in place while mitigating the largest risk factor—user behaviour. 

So, in your interactions with clients, always keep in mind the value you bring. Demonstrate your expertise, showcase your understanding of their pain points, and highlight how your solutions can make a meaningful difference in their lives or businesses. By doing so, you can build strong, long-term relationships and drive business success. 

Remember, the key is to move away from generalisations and speak directly to the specific needs of your clients.  

Real success lies in getting specific, sharing examples that resonate, and creating a narrative that connects with your audience.  

Take a moment to review feedback from your clients, explore reviews, surveys, and testimonials. Use the language they provide to craft specific messages that attract more clients. The more specific and tailored your approach, the more clients you'll attract. 

To delve deeper into this topic, tune in to the latest 'Sell Like You' podcast. As you reflect on the reasons people choose to work with you or the outcomes you support, share your thoughts with Harriet. Click HERE to listen.  

Drop us an email at harriet@yoursalesco.com, and let's collaborate on transforming your insights into messages that resonate with a broader audience.