Convince your clients to stop sitting on their wallets

With limited budgets, resources and diminishing motivation, going the extra mile can be difficult. However, if you are like most small businesses in this economy; you have a little extra time on your hands to make accommodations you otherwise would not have time for; like how to get prospects and clients to loosen up their purse strings.

Focus on proving to your prospects and existing clients that choosing you represents the most prudent decision they could make. You can do this by clearly showing them how you would be saving them money, saving them time and providing real value. Don’t just use these terms and phrases, as they are clichés; but specifically show prospects and clients where and how. Both prospects and existing clients will appreciate your efforts and increased attention.

Know how to motivate and persuade them to take action and make buying decisions. There should always be a sense of urgency around your sales presentation or sales offer. People need to understand they will continue to get what they are getting if they continue to do what they are doing. Why should they buy from you now? What will happen if they wait? How will that cause them harm or damage, if any? What will suffer? For example, clients who continue to operate their business without a plan, in a disorganized fashion, and without clear realistic goals will continue to experience lack of growth and unachieved aspirations with no accountability and frustration.

Increase your revenue and sales by marketing to new clients or get your existing clients to buy more. It costs you more time and money generating new clients than it does serving the existing ones. However, there is a purpose and need for generating new clients as well as a purpose and need for marketing to existing clients. Generating new clients helps you gain market share and new perspectives on industry changes. With that being said, a business cannot survive on existing clients alone. For whatever reason, there will always be a percentage of existing clients that will be disengaged or lost at any given time; they move, their needs change, etc. You have to be able to maintain a balance of marketing to new and existing clients. Your marketing strategies should address both; and sometimes separately.

You’d be surprised how many people are willing to part with their hard earned dollars for things they value, save them time or save them money. It’s up to you to figure out what your clients needs are, ensure you can meet those needs, clearly explain to them “how” you are meeting those needs, as well as go a step beyond. Many consumers have been forced to make hard choices and changes to adapt to the current economic climate. They make their purchases based on one of the following: value, time or money. Know where you can fit in that decision and be specific when you tell them how.


A.Michelle Blakeley, with Simplicity, Inc., is a progressive small business strategist. She assists small business owners with results-driven one-page business action plans. If you are prepared to work with a purpose learn practical business skills, visit A.Michelle at http://amichelleblakeley.wordpress.com/

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