Just to be clear, I’m not talking about the way you dress or your hair style. I’m not talking about how you enter a networking event or the way you shake a hand. I’m not even talking about your business card or company brochure.
Although each of these are important to the image you portray when you are out and about sharing your Incredible Factor with others, today we are talking about creating a STYLE that offers Solutions That have ideal clients Yearning to Learn how they can Experience working with you.
That’s right, your goal as a service-based entrepreneur (coach, author, speaker, event planner, hair stylist, attorney, trainer, consultant, etc) is to present yourself in such a compelling way that your ideal clients rise up and say, “He/she is talking to me, they can solve my problem. I can’t afford not to get their solutions
You MUST become a problem solver.
If your Incredible Factor is not solving a problem in the marketplace, you have no STYLE and if you have no STYLE you have no clients, no income, no business.
When you lack STYLE, people look at you funny and your phone doesn’t ring. No one wants to spend time with you because they are afraid others will see them in your presence. They see spending time with you as a waste because all you do is talk a good game without any evidence to support it.
If you truly want your passion to produce a profit, then you need to create compelling marketing materials that create an eruption in the lives of your prospects. They will be ready to do anything and pay anything to finally solve their problem because you are showing them the solution.
Successful entrepreneurs have figured this out and they have taken their STYLE to the next level. They are using their Incredible Factor to serve the world in a big way because they realize that people need their Incredible Factor, just like people need yours.
Your job is to first get STYLE and then to share it so it begins to attract your ideal clients and grow your business. Remember the universal law of business “find people who are currently experiencing the problem that you solve who are ready RIGHT NOW to pay for a solution”? This is the key to closing another client, getting booked for one more speaking engagement, being referred to plan another event, etc.
1. Develop a mindset that allows you to get out of your own way and focus on sharing your STYLE with those who need you. 95% of everything is attitude [mindset] only 5%, which is fully teachable and transferable, is skill.
You should get excited; yet, FEAR shuts many people down (perhaps even you) because they have a self-sabotaging mindset and they can’t see beyond their own mess. As a good friend of mine says, “get out of your head and into your heart.” That’s where your Incredible Factor does its best work. That is where you realize the intrinsic value you offer to the lives of others.
Your EGO keeps you afraid of what having STYLE will mean and therefore your business suffers, which means your family suffers as well. I know that you didn’t go into business to suffer; you went into business to make a profound difference and share your STYLE with others.
Your Incredible Factor has absolutely nothing to do with you; it is about and for others to be served in a big way. When you lack confidence and believe that no one wants to work with you or you buy into the lies you’ve been told for a very long time, (no one wants your product or service, you are not qualified for the business you have, people will know you’re a fraud, etc.) your STYLE quotient goes way down. It’s true; people want to work with experts who know they have STYLE and gladly share their STYLE so they can be enriched, empowered and informed and most importantly so their problems can be solved.
2. Get clear on the problems of your ideal client. Get clear on how you solve those problems. Get testimonials to support the results you say you offer.
If you are not sure what you do for your clients, ask them. I’m sure they’d be happy to tell you.
Consider sending a survey to determine what they need to go to their next level as it pertains to the services you provide. Go back through your client folders and look at the notes you’ve made after their initial consultation and as you worked directly with them. What did you uncover?
Also, look at your top 5 clients; you know the ones that if you could get 100 more of them, you’d be set. What do they all have in common? What was their problem? What brought them to work with you? What did you do for all of them? Did they consistently share how your ideas and advice with others that made a difference in their lives? Did they refer others to work with you because you solved their problem?
Sidebar, if you cannot answer these questions or you don’t like the responses, I recommend investing in a business coach or mentor
to help you identify the answers to these questions.
If you want STYLE, you’ve got to be willing to say, “I need help
,” and invest in your business to get it. Remember, if you don’t invest in yourself to solve your problems, clients will not invest in you.
3. Determine what questions you can ask to engage your ideal prospects. In my world, we call these “pull marketing questions,” because they “pull” them in to your solution to their problem.
If they come on their own, you don’t have to beg and plead or lower your prices to get them to join your program, become your client, etc.
What can you put on your website, business card, include in your 30-second commercial that will let ideal prospects that are listening, reading, following you, know that YOU have the solution they’ve been searching for?
4. Once you get clear on their problems and your solutions, to enhance your STYLE, offer a high-value, high content irresistible free offer for them to get tuned into your STYLE.
People love to buy but they will only buy when they know you, like you and trust you. Perhaps a free tele-class (be sure your title and content is results oriented NOT processes focused.)
People don’t care how you do what you do, they care about results. If you can show them consistently that you are the ONLY solution to their growing problems, they will begin to say “I like your STYLE.”
5. Share your free offer everywhere
so that they can self-select to learn more and once you’ve been given an audience with them, use your STYLE to solve their problem!
©2011 by Darnyelle A. Jervey. All Rights Reserved. Darnyelle A. Jervey, The Incredible Factor Business Mentor and Coach, is the founder of IncredibleOneEnterprises.com 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 Attract MORE Ideal Clients” visit https://www.incredibleoneenterprises.com.