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There’s a logical sequence to building a business, even a virtual assistant business (visit http://www.121temps.com for a definition). By committing to follow these eight steps, you can attract more clients and have the kind of income you want.
Step One: Get Clear On Whom You Are Targeting
Before beginning any marketing, you must find your target audience. Do your research and discover who your products or services can help the most.
Specialising your approach will help your conversion rate. It may make you nervous to think of narrowing your options, but it’s the first step in attracting more long-term clients. Here’s one more benefit to narrowing your focus: each time you specialize more, you’re able to charge more for your services.
Step Two: Understand What They Really Want Emotionally and Logically
Once you’ve identified your best target audience, it’s time to learn what they really want. What do they dream of accomplishing? What keeps them awake at night?
There’s no point in marketing your products if you aren’t sure what your target market wants. Here’s a key concept: people buy what they want, not what you think they need. Get to know your market and you’ll find making sales much easier.
Step Three: Package What You’re Offering Toward Desired End Results
Because you understand your market so well, you know the desired end result they’d like to achieve. The closer you get to that desired end result, the better you’ll do in business. Package your products toward that result, so that you’re always meeting the needs of your clients.
When you’re really tuned into the needs of your target market, you’ll experience the rush of business running smoothly. You’ll stop having to push and shove to make sales and see how it all flows together—the needs of a group of people, and products packaged to meet those needs. People don’t buy because they understand something, they buy because they feel understood.
Step Four: Create an Irresistible Offer
What are you delivering with your products, and what must the client give in return? Here is an example: “Give me ten minutes per day and I’ll give you the body you’ve always wanted.”
You want to state your offer in a compelling way that has people raising their hands to say “I want that!” Work on developing your one-sentence offer; it will form the basis of all your other marketing.
Step Five: Go Find Your Target Audience
Where do the people most likely to buy your products hang out? Do they congregate on online forums? What publications do they read? Which organisations do they join?
If you’ve done good market research, you willl already know the answers. Now, go out there and make your irresistible offer to them in ads, talks, comments on forums etc.
Step Six: Practice Great Follow-up
You’ve done your research, created great products, packaged them to meet the needs of your target audience, and made your offer where they congregate. To maximize all the hard work you’ve already done, you must follow-up consistently.
What’s the best way to make sure that happens? By automating and systematising as much of your follow-up as possible. Here’s the rule: Always follow up, and find ways to make it automatic.
Step Seven: Close the Sale
This one gets stepped around so often, and that’s a shame, because it’s essential if you want to succeed. Learn how to ask for business. For some companies, that means a face-to-face meeting, and for others, the entire sales process can be automated.
Whichever way you chose to close, you must give your prospects enough information that they can buy with confidence. Automate that information-sharing as much as you can, with web pages, sales letters and brochures, so that you can expand your impact quickly.
Step Eight: Make Additional Offers
The bulk of your profits are going to be made from additional sales to satisfied customers. You’ve already built a relationship with them and they know you can be trusted. Create products you can offer them as you continue to listen and hear what solutions they need.
These long-term clients give your business stability, and you’re not out chasing new clients constantly.
Following the eight steps puts you on the path to attracting new clients and earning more income. Keep working through them until you’ve perfected your products and your offer. Automate as many of your processes as you can, and don’t forget to offer additional products to satisfied customers. By doing so, you’ll be on the road to the income you want.
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