Why Should Someone Hire You?

Clients won’t pay for services or features. yet so often that’s what they hear from business owners when they introduce themselves or worse what they come visit your website. You might hear them say “I need a coach” (for example) but it’s they “why” they need that will get them to take out their pocket-books and sign up.

They pay you to help them get past a place they’re stuck. They pay you to do something they don’t want to learn how to do. They pay you to do something that isn’t a good use of their time, etc. etc.

Simple Sample:
Feature/Services: Providing a mixture of coaching, consulting, advising, etc.
Benefits/Pain Point: Fixing the things bottom line reasons that prospects say they’ll take their hard earned money and pay you.

Here is what a clients pain point may look like.

My cash flow; doesn’t flow. It ebbs and weaves up, down and sideways. It’s seasonal when there aren’t any seasons. It’s not what I expected it would be. It’s not what I know it can be.

I don’t have a years worth of money in the bank … just in case some emergency hits me, my family or my business.

I went into business originally to make “enough” money. Now that my confidence has grown some, “enough” just isn’t good enough. I want more; I’m thinking bigger, better. I’m ready to expand and are up for taking on the adventure with the new challenges that expanding will bring.

I don’t want employees with the paperwork and legal stuff that hiring employees brings. But I know that once I build a virtual or local team using consultants, I’ll need at least 1 employee, maybe a few more if I’m being truthful. But right now, you don’t even have a hire process for choosing a consultant to do _____.

I went into business because ___________. But working 50+ hours a week isn’t getting me anywhere near my goal. I need to take a really good look at my life and lifestyle goals. And make sure that my business is living up to helping me live the high quality life that I deserve.

It is taking me so long to hit 6 figures; let alone start on the road to 7 figure sales.

Every few years I clean off my bookshelf and donate a sh**load of (life and business) self-help books to _______. I haven’t read 1/2 of them. OR I’ve read all of them and took very little action on growing myself or my business.

I give up; it’s time to do what folks have been telling me for years — create a business and marketing action plan. I’ve looked a your Corporate Secrets Marketing program and know that it’s time to build that strong foundation to my business. Maybe even tear up some parts of my business and put them together again; better, more structured, more focused and thought out.

I’m know I should be monitoring my sales, use of time, projects I’m working on, goals I’ve set, etc. But don’t know what to look for or what to do.

I think the reason my business isn’t doing as well as I know it can do is because my fees are too high or aren’t structured right.

After ‘x” years in business, I’m tired of people asking me “what’s my plan” and saying that I have none.

I’ve gone to coaches who couldn’t help me. I need a kick-a** New Yorker to help me reach the goals I set, get my rear back in gear, and my bank account flowing. I actually don’t just need a coach… I need new/updated skills, resources/ideas/another ear when I’m stuck, someone to help me sort through what’s going right vs. what’s not working in my business, someone to support me through thick/thin.

I sold my business (or want to leave Corporate America). I tried to figure out what I wanted to be this next time I grow up, but can’t figure out what that is on my own.

I’m successful and yet I know I can be more even successful. For the past “x” years I’ve been trying to grow my business and I’m not doing it as fast as I know it can be done. I don’t know what I’m missing, but I’m ready to focus and create systems so that the next time I expand, it will be a seamless process.

I’m ready to create products to sell online and when I speak. I have no systems in place to do so and don’t know where to start.

I have a successful business online and want to bring it to my local area. Not sure how to do that.

I have a successful online business and know it could be even more successful if I create products (or speak locally or concentrate locally so I can expand my business locally), but don’t know where to start to expand.

I want to create branch offices, or franchise or license my services/products and don’t have any systems in place to do that. I don’t even have systems in place that would help me hire people!

Next time a prospects comes to you; ask them the question “What made you decide to contact me at this time?” And start writing down their pain points. You’ll be glad you did.
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©2009 Maria Marsala, Strategic Business Coach,  Speaker and former Wall Street Trader at Elevating Your Business.  We help remarkable women CEOs get a life and future from their business by providing accountability, support and a (gentle) kick in the a$$ when needed. 
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