How To Get More Clients: Selling Through Service

We have all been “sold to” before, and it makes it more difficult on deciding how to get more clients.

There is fear attached to it because we don’t want to be that person.

Traditional selling focuses on telling people what you have, what you are selling and how they can get it. Traditional sales are focused on the seller, and trying to convince a buyer why they need you.

I want to teach you how to sell through service, and build real relationships with people.

If you are trying to figure out how to get clients, and you are showing up in people’s inboxes and hearing nothing but crickets, it’s time to change your approach.

Selling through service is all about meeting people where they are, figuring out what their needs are and providing value in the relationship.

It’s not about saying,

Here’s what I have and why you need it.

We want to say,

What are you struggling with, and how can I meet that need?

Before We Get To Tips On How To Get More Clients…

Sell Yourself First

Sales is a mindset game.

And not with your audience…

But with yourself.

You have to 100% believe in yourself and the services you offer. Have confidence in how you are going to help people. You have to believe in your worth and your ability.

Your doubts will come through in sales.

Identify your impostor syndrome, and consider doing some writing around limiting beliefs or beliefs about money. Stare your fears in the face and conquer them.

Mindset is something as an entrepreneur you will have to revisit and master over and over. It’s not a one and done game. Our fears change, our businesses change, our beliefs change, and new mindset issues crop up. Any time you hit a wall in your business, mindset is always the first thing you should take a look at.

How To Get More Clients

Tip #1: Listen And Learn

80% of your time is going to be spent here.

Learning how to get more clients is all about flipping the switch from telling to asking.

The first step is getting to know our audience. If you want more in depth tips about finding your audience, read more about uncovering your niche. 

Market research is essential to selling through service. Join groups that your avatar is in and see what questions they are asking and what problems they have.

A short quiz can be a great way to gather information from potential clients. People love taking quizzes and it is a great way to build your email list as well. (Take a look at other benefits to using a quiz.)

Join Facebook groups, search Quora and answer some questions to see what’s being asked. In groups, scroll and see what your audience is talking about.

Post engagement threads on your social media and be direct. Ask questions and get your audience talking.

Recommended reading: How to Make $10k a Month

Tip #2: Connect The Dots

It’s easy to ask what someone thinks that they want, but people don’t always know what is best for them.

The problem with asking people what they need is that people don’t always know what they need in order to reach their goals. This is the shortcoming with asking your audience for the answers.

Now it’s your job to fill in the gap. You have uncovered your potential client’s problems. If you want to know how to get more clients, you’re going to have to learn how to bridge the gap between what they want and what they need to get what they want.

Now that you know what they need to fulfill their desires:

What service can you offer that is going to help them reach that goal?

Tip #3: Close The Loop

You know what your client wants, and you have developed a service that helps them fill that need.

Now you need to close the loop. If you decide this is someone you can help and want to work with:

Your goal is to remove mental barriers and help them make a decision.

Here is a great example. People will often say that they don’t want to invest until they have started to make money. But you know the truth is that they will not make money until they invest. So you have to gently guide them to that epiphany. The truth is, they can’t afford to not hire you. They are waiting to make money before they invest, and in the meantime are literally losing out on making money because they have a mental barrier against investing.

Your job when trying to sell and figuring out how to get more clients is to help the client overcome their mindset issues and mental barriers against investing in themselves.

This means that every conversation is going to be different. Every conversation is going to be 80% listening, identifying, and then tailoring your response to meet their needs.

You don’t tell them you are going to meet their needs; you show them why they need you to meet their needs.

Sales Are Changing

And it’s time to stop scaring people away.

Selling to people is not about what they can do for us, but what we can do for other people.

Putting people first, and having a true desire to be helpful and meet their needs is the key to a successful business.

Your audience will help you discover your niche, create products and develop your business.

Listen to what people want, provide value before anything. Build trust and people will find you.

What to Do Next

If you need help growing your online or service based business, I’d love to have a conversation with you. On an Alignment Audit call, I’ll look at everything you’re selling now, figure out what is working and what is draining your energy, and give you some steps to move forward with.

Book a free Alignment Audit.

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