I mean, you have to understand their needs, wants and how to make their life easier.
I’ve been in sales and marketing for years and if there is one thing I learned it’s this….people that will pay more want quality but just as important…they need you to make their life easier…because they are busy.
Make it easy for them to understand and get it to the point.
Don’t waste their time!
Another thing you must realize is that they don’t have the time to waste fooling around online either…they usually know what they want and they plug it in to google when searching ….and will hire you if you:
Make sense and get very clear about what you do : (i.e solve 1 problem per post). Again, high Pay-ing clients tend to be busy and therefore willing to pay more to get things done for essentially two reasons.
I mention those below…keep reading.
First, I want you to ask yourself this question:
How many new high-paying clients do you get for every hour you spend blogging?
If you don’t have an idea of how many or you don’t get them at all….
We need to talk.
Building a client-based business isn’t always easy…. but if you’re spending several hours every day on an activity that’s not generating qualified leads, you’re making it harder than it has to be. You’re actually sabotaging your efforts by keeping yourself from making money by wasting the most valuable resource you have: your time.
I see so many people go into business wanting more time, freedom and flexibility and what they end up getting is ….exhausted, frustrated and broke!
Wouldn’t you rather spend your time as efficiently as possible, so you can have that “life” you thought you were going to have when you went into business for yourself?
Of course you would. So, here’s a few strategy tips to apply to start turning things around:
Strategy #1: Solve one problem per post
High-paying clients tend to be busy, have I mentioned that yet? They’re willing to pay more to get things done because (1) they don’t have time to do everything themselves; and/or (2) their time is worth a lot to them.
Which means that they aren’t just browsing around the Internet, looking for interesting blog posts to peruse. If they’ve made it to your blog, they’re probably looking for something specific.
Give them what they’re looking for, and make it easy for them to find.
If you solve one — and only one — problem per post, your readers will be able to do a quick search, find the relevant post, and find the answer they needed in the first place. You want to be the person they turn to when they need something, so when they need something bigger than a blog post, your name is the first to come to mind.
When your prospects think of you, you want words like these to pop into their minds:
- To the point
Most of all, you want your prospects to see how highly you value their time. Treat their time like the precious resource they believe it to be, and you’ll become a precious resource to them.
Strategy #2: Speak your clients’ lingo
Your ideal clients don’t know as much as you do about your area of expertise. That’s why they need you.
If you’re talking about their needs using technical jargon, instead of in the terms your clients actually use, you’re missing out on an opportunity to connect with the people who need your product or service.
Hello? That is time wasting! Don’t let your blogging and social media efforts go wasted here!
Say your ideal clients are local businesses who want to use the Internet to expand their client base. How do they describe their needs?
- “I need to learn how to install WordPress.”
- “I need to get a web designer, an SEO expert, and a social media consultant.”
- “I need to figure out this whole Internet thing.”
It could be any of these, of course. The trick is to figure out how your ideal clients actually speak, so you can relate to them on their terms.
This may mean taking a very ‘close-up’ look at who your ideal client is and knowing their pain, their frustrations and their problems.
Strategy #3: Tell your readers what to do next (and make it easy)
Let’s say your ideal client shows up at your blog. She reads your post, loves your work, just generally thinks you’re awesome.
Remember this….people are generally begging to be led…they want you to tell them what to do next…they actually NEED you to tell them what to do next!
Don’t leave them guessing!
So, are you telling your reader what to do next, or are you just letting her wander around your blog, looking at all the things she might do?
- Go to your “Contact” page, fill out the form, and wait for you to call her back.
- Sign up for your e-mail list….to get more…
- Go to your “Services” page, find the relevant service, and pay for it using a ‘shiny blue’ button you conveniently placed at the bottom.
- Call the phone number on your “Contact” page.
- Set up a free consultation….and actually give them a link to a schedule …this is actually ideal!
- Download a free resource.
- Check out your “events” page.
- Read other posts on your blog.
- Leave a comment on your blog.
- Subscribe to your RSS feed.
- Sign up for your free webinar.
How much time do you think your prospect will spend trying to figure this out?
Instead of letting them stumble around, become your prospects’ guide. At the end of every post, tell your reader exactly what to do next.
Make it a simple, low-risk task that requires next to no thought.
Click here and enter your e-mail to learn more about how [your great service] can help you with [their pressing problem].
Then follow up with some useful information about your services and an invitation to talk by phone for a few minutes. Keep it simple.
Strategy #4: Stop writing about yourself (or stop blogging)
Your business blog shouldn’t be about you. It should be about your clients.
That doesn’t mean you can never write about yourself — only that you should write about yourself in a way that’s relevant to your prospects.
Telling a personal story that helps potential clients understand your commitment to service? Great!
Telling a personal story that helps potential clients understand how you had to go through the check out line three times at the grocery store because you kept forgetting to pick up laundry detergent….
Not so much.
Sharing some details of your personal life can help potential clients know, like and trust you. Hello?….are you catching on to how this can be useful yet? Heck yea, it will change your business overnight!
But over-sharing is not interesting to your clients. (It’s not interesting really to anyone, but that’s a whole different story.)
The thing that interests your prospective clients is how you can help them, and what you would be like to work with. Give them what they want.
If you can’t give potential clients what they want, my suggestion is to wrap it up and stop blogging altogether.
Yes, that may sound harsh… But the truth is, if you’re spending several hours every week on a blog that doesn’t interest your potential clients, you’re not marketing.
You’re either wasting your time….or writing a memoir your kids may read later in life after you’ve passed.
And one more thing …
If you’ve got a migraine because you’ve been trying to figure out what to write about, you should probably be blogging less and talking with your prospects more.
Seriously. Just talk to them. Pick up the phone or set up FREE consultation or strategy session with them….and ask them.
Talking (and listening) to people in your target market is the best way to generate ideas for your blog, because it’s the best way to find out your prospects’ problems, concerns, and the language they use to talk about those things.
If you’d like a FREE strategy session with me…just click on this link below and let’s set it up!
Wondering how your blog measures up?
If you’d like your blog to generate more leads for your business (or higher quality leads), leave a comment below with your URL and whatever questions you’d like us to answer.
I will provide in-depth feedback for 3 of the blogs listed in the comments, and will respond to as many people as we can for those who comment within the next 24 hours.
I may not get to everyone, but we’ll respond to as many people as we can….
Oh- have you followed us on Facebook yet?