There are plenty of people out there that need what you offer. There are also plenty of people out there offering what you offer. How do you get potential clients to spend their cash with you? One huge factor is credibility. When potential clients can trust that you are the person that can get them the results they desire, then they deem you credible. When they see you as credible, they pay you for your offerings. Having credibility attracts the cash.
What Expert, Coach, and Entrepreneur doesn’t want to be viewed as credible so that they can get to the cash? The obstacle is that not everyone knows how to gain credibility. What measuring stick do you use? In all things business, the answer will always lie with who you serve. There is no getting around needing to know your ideal client from every angle to be successful in your business.
Instead of thinking of a group of people that are perfect for your offerings, narrow your focus to one person and give that person a name, personality, and behaviors. For the sake of this example, Sasha needs help increasing her credibility. Sasha is definitely good at what she does. She has experience in servicing clients with her genius, but she can’t seem to increase her revenue or scale her business. A part of the problem is that not enough people know she’s an Expert worth hiring. In a word, she needs to increase her CREDIBILITY.
Sasha is a health coach. Her ideal client, Tim, is in real need of a win with his health. None of the prescriptions he has been given seem to help. Tim is already iffy about medications and their side effects and wonders if there isn’t a better way.
Some would jump to the conclusion that Sasha needs credentials for credibility: certifications, a medical background, etc… However, Tim hasn’t gotten results from those with those very credentials. He is now more interested in results. He will be looking at whether Sasha has clients in her “amen” corner? Do they show up and say, “Sasha helped me get healthy and feel better.” Here are a few things that would make Sasha credible to Tim:
- Before and after pictures of her clients
- Video testimonials from her clients
- Partnerships with other companies that have services her clients also need on their health journey
Once Sasha has proven to Tim through her past work that she can help him, he will spend money with her to get the same results. Do you see how what is important to Sasha’s Ideal Client is different than what the average person would say Sasha needs to be credible? Do you know what your Ideal Client needs to deem YOU credible?