More and more Professionals are taking the plunge, leaving their regular jobs and turning to freelance work as advisor’s and consultants. However, many think that selling their service is easy and that business owners will be falling over themselves to buy from the Sole Professional. The number 1 reason why business won’t buy from Solo Professionals is that they can’t see the tangible benefit in the service. So lets take a look at 9 practical strategies that you can use now to enable you to stand out in the crowd and to get businesses buying from you.
Develop a Brand: Create an image for your business, that screams problem solver. Many start-up businesses never leave the starting blocks because they invest little time and money in their brand and are totally focussed on what they can do.
Focus on a Niche: With a million and one consultants out there all vying for the same business it is critical to your success that you focus on a niche area. A niche is an area that you specialise in such as, developing financial software.
Create a product: Selling a service is very difficult, however with your wealth of knowledge in your specialist area, you have the knowledge to create information products to support and sell your business, creating a recurring income for you, such as an e-book, a free guide, a training programme.
Use your track record: Even though you are a start-up business, your track record is still your track record, and your experience is still valid and relevant to you; use you track record from your permanent roles to create a portfolio of achievements for your new freelance work.
Focus on the Customers pain: There is an old saying from the world of fitness videos of the 1980’s – No Pain, No Gain. If you client is happy with their current supplier, their product and price, then I guess they’re not buying. Use you your expert questioning skills to unlock the pains in their business and what is causing them trouble.
Stop selling: No one likes being sold to, so if you want to get ahead, learn how to create an environment where businesses come to you for advice and then to buy from you. Social media is particularly useful for creating interest in your business.
Be bold & brave It’s easier to ask for forgiveness than to ask for permission. Be bold and brace, take risks, speak to people – you won’t die doing it.
Be interested instead of interesting: The most remarkable way that I’ve found of creating interest is to show interest in your prospects business. Leave them with the feeling that you really care about what they do or how they started.
Create collaborations: One of the most effective ways of developing your business is through collaborations with other like-minded people to win larger contracts, create training courses where you have complimentary skills.
In summary then, the key for solo professionals is to stand out from the crowd through brand, product and customer focus and one of the most effective ways of doing this is to ask one fundamental question of yourself, “why should they buy from me”?
Chris Hallett specialises in working with consultants, coaches and other solo professionals to help them take control of their future and achieve life changing results in their business.
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