Some of you may have heard this term before and you have wondered how it relates to you and your business. With the introduction of Social Media this has probably been one of the biggest changes in marketing. People keep telling you that you can’t sell online but then you are left wondering why you are online and how it benefits your business.
1. Your First Impression
This is the feeling or thought that your potential client has when they are invited to your website. When you think about it this way you can understand the importance of having an up to date website that allows your potential clients the ability to connect with you and find out if they are willing to find out more about you so that they might do business with you.
I have heard that it takes 2/10ths of a second for most people to decide if they are going to stay on your site.This tells you that your website if very important and that not any website will do.
Your website needs to be one that you can customize so that it showcases you and your business in a way that allows your clients to get to know you. I recommend a self hosted WordPress.org site.
2. Relationship Building
This is where you will build your credibility, and where you will begin to understand your clients and their needs. Between the blogs you write and the communication that you have on Social Media. The thing that sets you apart from every other person out there is the relationship that you build with your clients (online and in person) This will leave a lasting impression with your clients and it is your job to make sure that the lasting impression is a good one.
I want you to think about a time when you had a lasting impression about a business that you were dealing with, chances are very good that the lasting impression was connected to an emotion. Maya Angelou put it best when she said “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” How do you want your clients to feel when they deal with you and your company?
If you can connect to their emotions and build great relationships you will be successful.
3. Problem Solving
In your relationship with your clients you will hear about problems that they are having and it is up to you to be their solution provider. You do this by offering them your product as the solution to their problems. People tend to buy things that they want not what they need so it is important for you to find out what they want.
Figuring out what they want is done by listening to them and then understanding the emotion that they are having. Then you can look for ways to connect with their needs on an emotional level.
4. Ask Questions
By asking questions in your blogs or on Social Media will encourage your clients to discuss things with you. You might ask their opinion about an idea you had or perhaps you are asking them to tell you about a situation in their life that somehow relates to your business. When your clients interact with you, it gives you an opportunity to connect with them and to find out what they are thinking.
5. Listening
You may have guessed from what you have read above that listening is paramount to being able to connect with your customers and understand what their wants are. You might still wonder how to listen to your clients.
When you post a blog, or something on Social Media your clients will tell you a lot. Even in their silence they are speaking, they are telling you that what you posted is either not relevant or not interesting to them. Try something different, perhaps you are not asking them to get involved or that you are not giving them specific instructions.
Clients need to know when to comment or to buy or which step you want them to take next or a call to action (CTA).
6. Overcoming Objections
Usually an objection is your clients way of saying that they need more information or that they need to have more dialogue with you, perhaps they need something a little different then they originally thought, you can help direct them in that decision process.
Listen to what their objection is and look at it as if they were asking you a question, then answer their objection from that angle. Through this process you will understand your clients needs, and they will trust your judgement and that will build your credibility.
7. Your Unique Selling Point
I talked about this last week in this post. Your USP is what will set you apart from everyone else that does the same type of business that you are in. Let’s face it your product or service is probably not unique, but the way you provide service to your clients can be. When you focus on the things we talked about here it will reinforce the USP that you are building for your business.
The emotions that are created by the service and relationships that you are building will be the USP that your clients will remember you for.
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