Last week, I wrote about the first step to becoming the obvious choice for your future clients. If you missed it, you can read it here.
Today I want to tackle the second step – connecting the dots from the problem to the solution.
Once you’ve articulated the problem your target audience is having, you’ve given them the clarity to take action. But they still might not know what action to take.
It’s your job to show them the next step.
For example, my target audience tends to say things like “I’m spinning my wheels”.
In step one, I help them see that they’re not spinning their wheels because they’re indecisive or bad at business, but because they have a strategic visioning problem.
Since the next question is usually “what can I do about it?”, in step two, I offer advice, tips, and useful and actionable information they can use to solve the problem.
This step can come in the form of a call, meeting, resource – you name it. I use things like my 8 Ways to Discover Your Life Purpose ebook or video training on vision-based planning.
The goal is to help them see the path to the solution.
Because once someone is clear about the pain they’re in (step 1), they’re motivated to fix it.
But they need you to show them how. The solution is not always obvious, especially if the problem wasn’t readily clear either.
So it’s up to you to lay out the exact steps they should take to solve the issue they’re facing.
For me, these steps are:
- Understand the paradigm shift in how you approach planning for your life and business.
- Clarify your vision.
- Identify the key components that make up your vision.
- Craft goals to achieve them.
- Create measurable tasks to accomplish your goals.
- Figure out what you want.
- Plan to get it.
- Become the person capable of living it.
They’re not quite the same, but they accomplish the same end – helping people understand the steps to solving their “spinning wheels” problem.
Laying out the path to the solution has two main benefits:
One – you help you future clients right now, which predisposes them to like you.
Two – you prove you’re a thought-leader in your field, which helps them to trust you.
Both of these set you up to be the obvious choice for who’ll they’ll hire to help solve their problem.
Because people buy from people they like and trust.
Which means building relationships – authentic, genuine relationships – is the most important part of your job no matter what business you’re in.
So ask yourself –
Do you clearly tell people how they can solve their problem?
What resources do you have available to help them get started?
What steps along the way do you help with?
Be free. Be brave. Be YOU!