What do clients really want to know before buying your service?
What most clients really want to know is, What’s in it for me?
This is one of the business strategies I learned.
I was taught that if you answer that question for your potential clients they are more likely to buy your service. And there is truth in this.
But the question also has another side.
What’s in it for me? can become an unconscious force that interferes with making clearer decisions based on one’s inner authority and intuitive knowing. The question comes from the mind and the nature of mind is limited and narrow. And fearful.
And we can choose to move through the limitation of that question.
We can choose to deepen our self-trust and listen our intuitive knowing when making a decision.
I’ve noticed this question has habitually popped up in myself. And to be honest, I’m moving in a different direction from the ‘what’s in it for me’ focus.
Why I’m no longer answering the question: What’s in it for me
I decided some time ago I didn’t want to use any form of fear in promoting or selling my offerings, nor do I want to be subjected to buying out of fear.
I investigated this fear in myself and I discovered it was a fear of potentially wasting my money. Because of that fear, I thought I needed to have an answer to the question, what’s in it for me, in order to make the decision to buy.
But really, the question arose because of a distrust in myself that fuelled the question in the first place.
Truth is, we don’t know the whole picture in advance of what’s in it for us. Life doesn’t work like that. We can discern, determine, make educated knowledgeable decisions, but there will (hopefully) always be an element of unknowing of what lies ahead.
What’s important is learning to trust in the unknowing and make decisions from a deeper place.
The strategy of answering what’s in it for me for our clients because we believe that’s what they really want to know is a strategy that does work.
Be that as it may, I am moving away from focusing on that in my offers.
And actually I would rather work with women ready to go deeper into self-trust. Explore what it would mean to bring their work into the world through the lens of reciprocity, gratitude, and a deepening recognition of the interconnectedness of life.
Instead of the question, What’s in it for me, the women I enjoy working with are more likely to focus on questions like:
- What wants to be created through me right now?
- How can I align more to my life purpose?
- What’s my ‘role’ within the collective whole?
- What contribution do I make through the work I do?
- How does it benefit?
These are the kinds of questions I love exploring with my clients.
Collectively sharing our answers, visions, challenges, and fears so we can move beyond the question, ‘what’s in it for me’.
Let me know how this lands in you. I’d love to hear.
P.S. If this resonates and you are looking to move through your obstructions and enjoy a fulfilling business, have a look at my VIP coaching package Spacious Success