Two super simple ways to talk about results with clients

If you are a new small business owner without a longtrack record, you may find it difficult to talk to yourpotential clients about results. Sometimes studentsworry that results will vary for each person. Or, theyaren’t sure what they can actually deliver. This makes itdifficult for you to help them envision results whileyou close the sale and get clients.

1. Look at Your Own ResultsIt’s been my experience that you know exactly theresults you offer and what you want to help peoplewith. Think about your own story – what did you

achieve? What change did you make? What gift do you feel compelled to share with the world?I often refer to this as “sharing your brownies”. These questions will give you plenty of clues tohelp you hone your message about the results people can expect when working with you.

2. Ask Clients What They WantHere’s another super simple way to talk about results and get clients. You say, “If we were tomeet here again six months from now, what would you need to have happened for you to feelhappy about your progress with this situation?”

Using this question opens the door for prospects to tell you precisely what they want andwhat you need to know about them. You will be amazed at how your potential clients willprovide a list of everything they want to change and accomplish. Then, you can finish up bysaying that’s exactly what you will do in your work together.

Respond with IntegrityObviously, you need to have integrity, so you can describe results you can truly deliver. If youcan deliver those results, you explain your services and exactly how you can get the prospect tobe where they want to be.

In essence, feed back to the potential client what they want, but only if this is what you canactually deliver. You may need to make a few tweaks or suggest what you feel is a bit morerealistic.

It’s really amazing how well this works. There’s no manipulation at all. You’ve just asked aquestion, your prospects answered and then if you can deliver it, you say, “That’s what we’regoing to do together! Woohoo!”

Your AssignmentIf you struggle with discussing the results clients can expect, take three minutes right now toremember and write down your own results. Next, simplify the language and hone the messageto be succinct. Practice saying it many times and deliver it with energy and passion to make themessage compelling.

Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System,the proven step-by-step program that shows you exactly how to attract more clients, in recordtime...guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing &success mindset articles on attracting more high-paying clients and dramatically increasing yourincome, visit http://attractclients.com