Focus On The motivators

The mistake that most self-employed people in private practice looking for clients make is that they tell people about what they think they do, instead of the results the client wants to receive. The problem is, people dont necessarily want a journey; they want a direct route to a solution. Essentially, they want RESULTS, first and foremost.

You see, everyone (including you and me) walks around thinking, Whats In It For ME? So, when you describe what you do in terms of a boring process or describe what you do using a label (Im an acupuncturist or I do financial plans) you immediately tune out the other person because youre talking about yourself, not them. And thats not very Client Attractive.

The key is, its got to be about THEM, and thats what draws people to you. The more you can talk about them, their problems and what solutions are out there for them, the more youll start really getting attention from prospects. Better yet, the more clients youll sign on.

To take this focusing on what they really get from you to a higher level, lets refer to a list of the top 10 reasons, motivators, results or benefits that make people buy, according to Jim Edwards and David Garfinkel in their ebook entitled Ebook Secrets Exposed www.EbookSecretsExposed.com:

Here, according to them, are the most powerful motivators:

1. Make money

2. Save money

3. Save time

4. Avoid effort

5. Get more comfort

6. Achieve greater cleanliness

7. Attain fuller health

8. Escape physical pain

9. Gain praise

10. Be popular

Now, not every one of these fits your business, and most likely, yours fall into the top 4 motivators, unless youre in healthcare or image, then it usually falls within the last 6. Either way, its time for you to narrow them down into motivators from the Top Ten list above.

Your Client Attraction Assignment:

Circle the motivators from the list above that fit your business and then list an example of how this has already happened using real client examples.

Which of these does your service provide? Write down the Motivators that fit your business.

Now provide concrete client examples that apply to past clients, for each. (I helped Client A make money when, I helped Client B save money when)

About the Author:
Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System, the proven step-by-step program that shows you exactly how to attract more clients, in record time...guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your income, visit www.clientattraction.com

Article Originally Published On: http://www.articlesnatch.com

Tags: sales motivators

, Client Attraction

, Fabienne Fredrickson

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