People Don't Buy A Service, They Buy A Solution

I know I talk about this A LOT but there's a damn good reason for that...

People don't buy a service, they buy a solution.

No one wants 'coaching' they want the SOLUTION to their problem. They crave the improvements to their life / business / health / relationship that the coaching brings about.

They want to stop feeling like their life has no purpose.

They want to discover how to banish their imposter syndrome.

They want to stop having the same fight over and over with their partner.

They want to lose the weight that's stopping them from enjoying their life to the max.

Once you master this paradigm shift, selling your service AS a solution becomes a whole lot easier.

How to Sell a Solution

1. Be a Specialist

How would you react to being referred to a doctor who claimed to be a leading authority on orthopaedics, gynaecology and ophthalmology? You'd be incredibly sceptical, right?! No one can be an expert in all of those fields...

Show your prospective client that you specialise in helping people just like them. Establish your credibility and knowledge. Show that you understand their problems and the complex issues they're facing.

2. Reduce Risk

If you want clients to enroll with you, you need to assure them that the risk of doing so is low.

Clients fear making a mistake. They are scared that choosing to work with you might be the wrong choice.

What do you think lowers risk in the client's mind?

Maybe it's your reputation, your collaborative approach, stability, client base, testimonials, quality awards, or having lots of satisfied clients. If you can, share real examples of the results clients have got through working with you.

3. Believe in Your Solution

Belief is spectacularly important.

When we believe in what we’re offering and why it’s the best solution for the prospective client, this belief comes across to that client and is very persuasive. People are more persuaded by your convictions than by your arguments.

Spend a few minutes each day reselling YOURSELF on the value of the solution you offer. Remind yourself of the past clients you've helped, the feedback you've had. Remember the value they received and the problems you helped solve.

4. Use Questions Not Reasons

The most persuasive way of transferring your ideas is through questions. Resist the temptation to just tell people what you can do for them. Instead, ask them what difference it would make.

Ask questions which get the prospective client thinking in new ways.

So...

if you're ready to start enrolling more clients into your higher ticket programs & packages, selling your SOLUTION rather than your service, then why not apply for a free strategy session now.

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