Not sure what your prospects want or need? Go ahead and ASK!

Your challenges are not uniquely your own: many entrepreneurs struggle with doubt or lack clear direction. Collaborate problem-solving among the group offers a terrific way to learn from each other.

We’re finding a common challenge that’s bubbled up: business leaders want to grow but they aren’t clear on how to tell their story to their ideal clients so they can “sell more.” When peeling back the onion, we found confusion around the culprit:

Failing to focus on one key service or product (get one sales funnel going well and then replicate that success vs scattering energy across lots of inefficient efforts)
Ineffectively communicating that you have exactly what customers desire
Unclear packages and pricing (so customers have an easy way to say YES to you)

One great way to gain traction is to literally ASK folks about their biggest pain points using open-ended questions. Reach out to your warm market in your email lists, Facebook and LinkedIn connections or groups to better understand their greatest pain or opportunity (the low-hanging fruit).

This is NOT sales pitch time, but rather a chance to humbly engage and build relationships. Sure, some folks may raise their hand and ask for help right away. It’s important to understand in your prospects’ own words what is working, or not, in their business. What problem do you solve for them…and how do they FEEL when you provide your support?

Next, get clear on how others perceive you and why you ROCK! Examine your thank you notes, LinkedIn recommendations and testimonials. I’m betting you’ll find they use similar words or phrases to describe how you’ve transformed them or made their life/career better. Their language and those exact phrases will become the backbone of your marketing content as you seek to clone and attract more of your ideal clients.

You will now know how to lead them down the sales funnel and speak directly to their greatest need.

Once you’ve identified patterns on your ideal clients’ “wish list” it’s time to get more quantitative with your research. An easy way to see what’s resonating most is by asking them to select favorites from among your top options. Closed-ended questions (via Survey Monkey, FB polls, etc) can help you test the wording and decide which program content or offers would best entice your target market.

Remember, you’re not married to just one program forever. But you can only win the race to financial freedom if you stop “getting ready to get ready” and start treating your business like a career vs a hobby. Do the research, take your best shot, learn from the journey and do even better next time.