Copyright 2005 Stacey Morris
As a service professional, you attract clients by establishing rapport with them, then maintaining the relationship over time. As I’ve discussed in prior issues, an ezine is an excellent way to stay in touch with your prospects and database.
But once you have their attention, and they express interest, what do you offer them?
What can they expect from using your services? By using a Services page or Programs page, you can outline the specific services and packages you offer and list their corresponding benefits for your clients.
An excellent method of describing your services is through specific programs you offer. For example, I worked with a therapist who hadn’t thought of offering a variety of programs until she started sending out a regular newsletter. She developed a Holiday Blues program, an Empty Nester’s program, and a program for new college graduates who were floundering.
What was the point of these programs? Each of these situations acted as triggers, and prospective clients could identify with what these programs were offering.
Vague, general services don’t speak to your visitors. Problem-specific, solution-oriented, and benefit-laden programs do resonate.
Action Steps:
- Develop 2-3 specific programs you can offer. Describe a typical problem; i.e. getting out of debt for 20-somethings. Then describe the steps you take your client through. For the example of debt relief, this could include a credit card tutorial, a walk through the variety of credit agencies, a budgeting program, etc. Then talk about the ultimate solution you provide for your client, and the outstanding benefit they walk away with.
- Format these programs clearly, and consistently. When your prospect reads what you offer, they can immediately decide if it’s for them or not. But if you’ve laid out your program crystal-clear, they will remember you. And that means you’ve added another member to your sales team.
About the author:
Stacey Morris
Turn Your Useless Website into a Money Making Machine...
www.ServiceBusinessStrategies.com
www.OnlineServiceBusiness.com
staceymorris@focuscoach.net