If you genuinely want to inspire your clients to buy, you first need to find out what they yearn for, and this means engaging with them and asking lots of questions!
Imagine you can engage with your client on a deeper level where you discover their “Big Why” and fulfil their “core” desires and help them make a really good decision.
Your clients’ Big Why is the real reason they want to do business with you, and their core desires are the emotions that they want to feel when they’re doing business with you, and their decision making strategy is how they decide to do business with you.
In this article we’ll explore how to Inspire your clients to buy.
You’ll want to grab a pen and paper and take good notes because this is vital stuff!
Imagine this scenario…
1. You do what you love every day to discover what inspires you.
2. You design questions to discover what your client yearns for.
3. You enrol your clients to get inspired by talking to them.
4. You convince your client you can fulfil their desires with your product or service.
5. You help your client make a good decision and inspire them to buy.
Sounds too goods to be true?
Know how you feel, because I felt that way too until I figured out the key to fulfil my clients “Big Why” and fulfil their core desires, and help them make good decisions, it’s called your “Labour of Love”.
What I’m about to share with you is an overview of the exact same system I used to help Will Jones at Journeys By Design create his plan for Wild Philanthropy and once you know what to do I’m going to show you exactly how to do it!
Here’s the strategy …
You do what you love for 15 minutes every day to discover what inspires you.
It’s called the One Big Thing Method.
Using your preferred method, either a diary or notebook, or mind mapping app, or note app on your smartphone …
you write down every day “The One Big Thing I love to do today is…”
and do it for 15 minutes every morning, or at a time during the day that is sacrosanct, with no distractions or interruptions, with your email turned off, your mobile phone hidden away, and your telephone unplugged,
do just this one thing just for you,
and inspire yourself to create a great business and serve others for the rest of the day.
You design questions to discover what your client yearns for.
You may think that you know what your client wants, but you probably don’t.
Useful questions are …
1. What is the biggest challenge in your business?
2. If you had three wishes to improve your experience with my business, what would they be?
3. What can we do to make your experience memorable?
You can consider your clients in terms of their surface desires, what they superficially want from you,
and their core desires, what they want on a deeper level.
what do your clients really, really want from you?
Even though it’s really good to ask questions…
you will eventually make an intuitive leap and see the patterns underlying your clients surface desires to uncover his deeper desires.
You can do this face to face or in a survey.
The important thing is that you ask the same questions consistently and look for patterns in the answers.
Think of one or two of your own questions to start with, and prepare to engage in a conversation.
You enrol your clients to get inspired by engaging in a conversation with them.
Where do your clients congregate online?
You may go to them and interact with them on LinkedIn or Facebook, Twitter or Instagram, or on your blog.
Or you may wish to set up your own LinkedIn group, or Facebook group.
The most important thing is to encourage your clients to ask questions, and answer them, either face to face, by email or on social media.
Make a list of your ten most frequently asked questions and answer them.
You convince your client you can fulfil their desires with your product or service.
First I recommend that you let go of wanting to close the sale and ask questions to ensure that you are a good fit and that you can genuinely help your client achieve the result they are looking for.
The best way to do this to offer a free trial or demonstration so your client gets to experience first hand what working with you will be like, before they become a client.
You inspire your clients to buy.
This is the point where you move your client to take action.
If you have completed the preceding steps it will seem like it’s simply a natural progression into your initial sale.
Very often your client will ask you, so what do I do next?
Watch out for the Create blog post which shows you how to make your business truly creative!