5 Tips for Delivering What Your Ideal Clients Want

In today's marketplace, it is important to know that people purchase to solve problems that they have right now. Whether they buy a product or service is dependent upon whether or not the pain of the problem is so great that if they don't make a buying decision, the problem will linger and fester and get worse, causing significantly more damage. As a service based entrepreneur, it is imperative that you understand this. Unfortunately, many entrepreneurs get an idea for a product or service, get excited and begin to produce it without ever ensuring that the people the product would be for actually need and want the product as a solution. If you are creating products based on what you THINK your ideal clients want because you'd want that, STOP immediately. It's not enough to have a great product or service idea; you must be sure that you are clear what your ideal clients want and then, and only then, should you offer solutions to the exact problems that they have and are ready to buy the solution to.

It is important to note that there are seven reasons why people buy YOUR product or service:

1. They are clear that your product or service will solve their problem.

2. They, after listening to you speak or meeting you in person, believe that they need to extend their experience with you to learn more and increase their success.

3. Your product or service will make them more money.

4. Your product or service will save them money.

5. Your product or service will save them time or effort.

6. Your product or service will increase their happiness or fulfillment.

7. They believe that they will actually be able to complete your product or service, thereby getting a sense of accomplishment.

If you want to make sure that you create products and services that will be purchased, instead of collecting dust in your office, consider these 5 quick tips:

Clarify your ideal clients for the product or service you would like to create - just because someone is in need of your product or service, it doesn't necessarily mean that they will buy it. You've got to be sure of what they want and need and make sure that they can afford to buy it right now. This is why you can't just pick a target market for your products and services. You must create a niche and an avatar for your one, ideal client type. Perhaps you are a professional organizer. You understand the importance of living and working in an organized space; however, some people in your very broad target market may not have a problem with the clutter. If you want to sell your product or service, you've got to clarify who would actually pay for it and focus on sharing the results and benefits they'd achieve if using your product or service. You must identify who they are, the issues they have and what they need most RIGHT NOW to resolve that issue. Lots of entrepreneurs are jaded enough to believe that "they can help everyone" or "their product is for everyone." This could not be farther from the truth and until you clarify the exact person that your product or service is for by understanding their pain points and demographics, your product or service will be sitting on a shelf.

Survey your ideal clients - Once you clarify who would want a product or service that you offer, the best way to know what they want so that you can deliver exactly what they want and need is to ask them what they need. Seems obvious, I'm sure, but you'd be surprised how often this step gets overlooked. Use a simple surveying tool or attend a networking event where your ideal clients hang out and ask them the questions that you need to be answered so that you can create the product or service of their dreams.

Use their words - when they take the time to tell you what they want, don't get cute; use their words to create the concepts and lessons and solutions in the products or service. If they say, "I want to learn how to organize my office in 1 hour because I don't have a lot of time and need to be more productive." Create a solution called "How to organize your office in one hour to increase your productivity." For those that said that's what they want, they will jump on it and purchase right away. They'll also be impressed because you listened and gave them what they want.

Complete a test market - After creating the product or service, test it out. You can complete a test market and share the product or service with a few of your ideal clients on a trial basis to make sure that it meets their needs and it's exactly what they want. A great way to do this with lots of people is by creating a free preview to the product or service. In doing a free preview call, you can share the key concepts, speak to the pain that it solves for your ideal clients and get immediate feedback from participants to ensure that it meets their needs and wants. Because you've assembled your ideal clients in one place, it is also a great place to position the product or service by making them an irresistible offer to participate in the full version for continued learning and results.

Create a consistent marketing plan - once the product has been created to your ideal clients specifications, create a plan to get it out there where your ideal clients will see it en masse. Consistency is key in your marketing efforts and you want to be sure to maximize all marketing streams to ensure that no matter where your ideal clients are, they are learning that you are the ONLY solution to their problem and your new product or service is not only what they need but what exactly they WANT.

You Only Get 30 Seconds, is Your Incredible Factor Ready? - Darnyelle A. Jervey

Well, actually a recent study showed that you actually only get 4.2 seconds to illustrate your competence in a networking situation. Or, if you are on twitter for business, you only get 140 characters. The person with whom you desire to network will look you up and down and based on your appearance or if your starting the dialogue online the appearance of your website, blog, profile on social media, etc, they will determine if they are interested in learning more or if they are ready to turn and walk away or click off your website, etc. In fact studies show that your influencing power during that first exchange is viewed like this: 55% is based on your appearance (live or virtual) – what you are wearing, how it looks, your hair, nails, shoes, etc or the appearance of your website, colors, copy content, etc; 38% is based on the tone of your voice and your non-verbal behavior – are you hunched over, arms crossed, frowning, etc or video on your home page, etc and 7% is based on the actual words that proceed out of your mouth. Although the 7% may seem like it is slim to none, it is extremely important that you tame the tongue and develop a positive message to share with the people with whom you will interact. Your business success depends on it.

So, how exactly will you spend your thirty seconds? I’ve got a suggestion that will help you to ensure that the time that you speak about the Incredible Factor in your business is time that leads to results and people wanting to know more about how they can spend time in your space.

1. “I work with…” (insert your well developed client profile). Your client profile should be in a well defined niche so that people can immediately determine if they or someone they know falls into the group of people with whom you work and solve the problems of.
2. “Who struggle with…” (here, insert the problem that they are at the point of paying for a solution to) It’s important to get crystal clear on the problem that your Incredible Factor solves in the marketplace. Without it, no one is going to take action and desire to work with you.
3. “And want to…” (here, put the results that you help your ideal clients achieve over and over again. These results should be illustrated via testimonials on your website or verbal examples if asked.)
4. “I’m different from other ______ because I…” (list your direct competitors here based on your industry and explain your HUG (Hot Undeniable Gift) also known as your USP – Unique Selling Proposition)
5. “In working with me, my clients receive…” (here list one of the 4 key motivators that your Incredible Factor offers your clients – make more money, save more money, save time, reduce effort)
6. “Is there any reason why you wouldn’t like to learn more?” Close the introduction with a question to determine if they or someone they know needs your Incredible Factor to solve a problem for them right now.

If you are dressed appropriately, accessorized accordingly, are smiling and exuding positive energy as you work the room, not the refreshment table, and when asked that magic question, “So, _____, what do you do?” you respond as I’ve indicated above, you will begin to attract more of your ideal clients and be offered an opportunity to learn more about them while you show them how you can solve the problem that they are ready, willing and able to pay for a solution to right now.

It’s incredible isn’t it?

©2010 by Darnyelle A. Jervey. All Rights Reserved. Darnyelle A. Jervey, The Incredible Factor Business Mentor and Coach, is the founder of Incredible One Enterprises, LLC and the Leverage Your Incredible Factor System ® a proven step by step program for turning your passion into profit. For more information and a FREE audio CD "How to Use Your Incredible Factor to Quantum Leap in Business" visit http://www.incredibleoneenterprises.com.

Prevent Your Incredible Factor From Being Stranded - Darnyelle A. Jervey

As I mentioned in my weekly e-zine, The Incredible Factor, as I returned from my 10 day Mexican paradise, I found myself stranded....Yes, stranded, with our first flight delayed by an hour, our flight back into the US couldn't wait for us and we wandered from representative to representative for 3 hours before someone finally took ownership for the error made by the airline and helped us.

Durin this time, some of us on the journey were becoming frustrated. Some of us, our energy was spent. Me, I remained cool because my Incredible Factor focuses on things I can control and lets others control those things that I can't. That's right, I made lemonade with my fresh Mexican lemons. Did it suck, sure. But what could I do, except heighten the situation and help those who didn't help not want to help because I was upset, yelling, uncompromising?

Maybe you've found yourself in a predicament a time or two where you've felt stranded. Your hands were tied; you couldn't alter the outcome on your own and maybe you didn't respond like I had. Maybe you got frustrated, maybe you yelled...maybe

To help you going forward protect the integrity of your Incredible Factor - your Brand, allow me to share a few powerful tips with you.

S - Stay calm; allow yourself to focus on what YOU can do to improve the situation. (Be positive, add value)

T - Take as many deep breaths as needed to center yourself and shift your negative energy to positive life affirming energy. Remember the Law of Attraction - your thoughts (good or bad) become things...being upset can prolong your condition.

R - Reaffirm who you are and speak boldly that everything will work out. I kept saying that over and over....and guess what it did...we were on a flight to Miami and all was well....

A - Always be accurate. Ensure that you do not fabricate the facts in a heightened situation doing so questions your integrity because you know the truth and it can not have the affect on those attemtping to serve you during the altercation.

N - Notice your surroundings; you never know where your next client will be...I met a Dr from the Bay Area in the airport and she and I are having a chat next week on how she can benefit from having a life coach - Sidebar - your Incredible Factor is always working; be ready. Now if I was yapping angrily and yelling do you think I'd have been able to set up that meeting? Not even as good as I am would I!

D - Decide to remain calm; everything in life is a decision. Decide that getting upset will not serve anyone but yourself and your Incredible Factor was created to serve others. Even in our errors, we (others) deserve to be respected.

E - Escape negativity. When you are traveling with others who become negative, walk away or hold your tongue. Remember what you speak about you bring about. Your delay may be extended just because you jumped in while your partners in crime were badgering others or talking about how they thought the situation is going to play out: "They're never going to fix this in time, we're going to be stuck here." Trust me, hold your tongue - life and death is in it.

D - Do express gratitude at every turn. Maybe the delay is truly working in your favor....be grateful for everything that comes your way...it will shift your mindset and enhance your Incredible Factor.

If this seems far fetched for you, maybe a life coach can help you find the balance to minimize stress in your life. Maybe....

Be Incredible,
Darnyelle

Darnyelle A. Jervey is the founder of Incredible One Enterprises, LLC for more information or to receive her weekly marketing, branding and mindset empowerment E-zine, The Incredible Factor, register at http://www.incredibleoneenterprises.com
(c) 2010 by Darnyelle A. Jervey All Rights Reserved.