Yesterday I was talking with a new private client. We had spent some time discussing his offer, the problems his target market was facing, and how he felt he could impact their lives. These are the questions I asked him:
- List the top 4 ways you help clients in order of logical sequence
- How would you create and build a program based on __________ (his area of expertise)
- What does the program look like?
- How is the program and/or product delivered?
- How do you know when the program is successful?
- How do you know when you are successful?
- On average, how long do you feel it will take a person to go through your program or product?
The answers were interesting. He really knew his stuff when it came to what he was offering but was confused at how to put it all together.
When I got down to the questions "How do you know when the program is successful?" and "How do you know when you are successful?" the answer was based on the monthly income goals he had set.
Although that makes sense, basing our success on a sales number vs. the results our clients are receiving can be detrimental to our success. While I agree that having sales goals is important, we are in danger of having "commission" or "sales" breath when we talk to prospects if this is our #1 benchmark for success.
I suggested that we focus instead on the outcomes and the growth of his clients first. This centers our attention on making a difference and comfortably asking for referrals because of the impact of our coaching or consulting, not on the dollar value of the client. People don't buy products or services, they buy results. The more we can demonstrate the results of our clients, the more eager prospects will be to pay us and help them achieve similar results.
The amount of money people are willing to pay you is in direct proportion to the impact you can have on their lives and the confidence they have in you to deliver.
How are you defining success?