Are Your Clients Just “Okay”? What To Do Differently This Year

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December 15, 2016
Are Your Clients Just “Okay”? What To Do Differently This Year

Successful consultants and business owners know the value of annually reevaluating their business so they can see what’s working and what isn’t. As the New Year approaches, one of the most important things to take a closer look at is your client base. Who are your clients? Are you attracting high-end clients or are your clients honestly just “okay”?

What do I mean by high-end client? There are several factors but basically it’s a client…

  • Who you enjoy working with because they’re committed to growth.
  • Who is in it for the long-term and will continue to benefit from your ongoing services.
  • Who is willing to pay top dollar because they understand and appreciate your value.

Now you might be thinking that as long as your client is paying, you shouldn’t really worry about whether they’re the ideal fit. However, if you’re truly interested in predictable profits this is something you must pay attention to in your business model. “Okay” clients end up hurting your bottom line!

In contrast, when you work with high-end clients you get to know their needs which means you can tailor your services accordingly. This impresses them, which leads to even more long-term work or projects. You also can easily increase your fee because they appreciate your value so you end up working fewer hours and making a better income.

So now that you are convinced these are the kind of clients you want to work with, how do you attract them to your business?

To attract high-end clients, you need to offer high-end services or programs. If your services are set to appeal to the masses it won’t attract a high-end client. Basically, are you selling a Toyota – a great car for the masses – or a BMW – a car more likely to appeal to a certain type of driver? This means putting some deep thought into developing the kind of services and programs that deliver high-end results.

I’m going to pull back the curtain and reveal two of my favorite strategies for attracting high-end clients…

Strategy #1 – Offer VIP Days

Working with high-end clients over the years, I’ve noticed they value having private access to you as the expert. People who sign up for this kind of one-on-one VIP access are ready to do the work at an accelerated rate and they want the information right now! Believe it or not people will pay top dollar to get your full, personalized time and attention. These clients will spend higher value-based fees to work one-on-one with you to learn what they need to do to get to where they want to go. If you can clearly convey the ultimate outcomes they will get from your time together, they feel they are getting a better value for their dollar.

This strategy is a great way to skyrocket your business to a whole new level for those people who will pay you the big bucks to give them information, templates, and a roadmap to success but want to implement it on their own. The great thing about VIP days are they are pretty easy to implement and you can begin to offer them before you have a big list or even if you are just starting in your business.

#2 Develop a Proprietary Signature Program

Signature programs are another way to attract high-level clients to your business. A signature system is a unique system you take your clients through to get the ultimate outcome they desire through a step-by-step process. When you design your proprietary system, people can work with you and only you to get these specific results. That’s the kind of exclusivity that attracts high-end clients. These are the clients that aren’t interested in shopping for the best hourly rate; instead they come to you because only you have the secret formula they want.

This worked for Carrie LaShell, a coaching client in my Platinum program. We worked on shifting her target audience and she developed some higher end programs. The results? She wrote me recently to tell me, “Today alone I sold two of my largest signature programs and this week I sold more than I have in a month ever doing this business for 9 years. THANK YOU!!!!” (You can probably tell that Carrie’s the kind of high-level client I love working with!)

Which leads to another factor to consider when it comes to shifting your client base. When you work with ideal clients instead of it feeling like work, it feels like an amazing experience. When you see them attain results you get to share in their triumphs – and for most consultants this is priceless!

I encourage you to take a good, hard look at your client base this month. If you’re not excited by the names you’re seeing, take the time to develop the kind of services that will attract higher-level clients. If you would like help kick starting your New Year with a marketing plan that guarantees predictable results call 1-800-267-3245 to schedule a complimentary 30-minute consultation.

Predictable Results™ Assignment

What kind of results will motivate high-level clients to work with you? Give this some thought and then choose one of the two strategies I shared in this article to provide high-level clients with those results.

As a pioneering and visionary innovator, Sarah is a certified professional image consultant and brand strategist, speaker, trainer and author. Her company, Illustra Business Coaching, provides leading-edge business building strategies for small business owners & entrepreneurs who wish to take their company to the next level.

Illustra Business Coaching
Copyright © 2016, Sarah Hathorn, AICI CIM, CPBS
This article may be reproduced only in it’s entirety, including the above bio.

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