How to Attract Clients and Earn Money

by Kim on February 11, 2010

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Entrepreneurs are motivated by many different reasons to start and own a business.  It could be to find…

  • Freedom
  • Personal Satisfaction
  • A Creative Outlet

Regardless of the reason why they were started, all businesses share a common goal.  And, if they don’t reach that goal, they won’t be around for very long.  Yes, of course, I am talking about making money.

Unless you recently became the sole heir to your wealthy uncle’s estate, chances are you need to be earning some income to pay the mortgage, keep the lights on and put some gas in your car.  Am I right?

So, how do you earn money? You need to attract more clients or customers.

And, how do you attract more clients? You provide your clients with great value and show them how they win by doing business with you.

Let’s break this down a little more…

Earn Money with Value Added Goods and Services

Everyone wants a bargain.  For most people, the pursuit of getting a great deal is ingrained deep in their souls… and wallets!

Remember, your future clients and customers have no problem spending their money.  In fact, they want to!  While shopping, the brain releases dopamine which is a “feel good” chemical.  We literally get a little rush when we buy something.

So, keep in mind that the challenge isn’t getting someone to part with their money — it is convincing them that your product or service is the one worth buying.  And for that, you need value.

I’ll speak from my personal experience here… When I first began coaching, it was still a relatively unknown field.  Well, a few years back, everyone and anyone decided that they too could coach.  Competition became fierce!

How did I adjust?  I focused on my experience and expertise.  I’m a board certified clinical hypnotherapist and behavioral counselor so I emphasized those skills.  Not only did they set me apart from the new wave of coaches on the market, they also gave my clients an added value with services other coaches couldn’t offer.

You need to find a similar advantage in your business.  Consider…

Is there a skill or product you offer that is hard to find elsewhere?

Do you have specialized training or education specific to your industry?

Can you bundle unique services or offer programs?

One of my clients is an aesthetician.  She offers a gift bag filled with unique sample sized beauty products (she created) when you purchase 3 or more sessions in advance.  It’s the same tactic the big department stores use — free gift with purchase.  It works!  Her clients love their goody bags.  Samples are shared with others, she gets great word of mouth advertising — it’s a win-win situation for her and her clients.

Client Building Strategies to Earn Money

In addition to setting yourself apart by offering a valuable product or service, here are some other ideas that you may want to try…

Work from the Inside Out: So many entrepreneurs try to fit themselves into a niche that really doesn’t speak to them.  It’s like forcing a square peg into a round hole.  Just because diet pills are a hot money maker, that doesn’t mean you should be selling them.  Stop trying to mold yourself to a business model that doesn’t fit and find a product or service that you feel an affinity for.  When your business reflects your core values, the clients and profits will naturally follow.

Find Those Who Share Your “Before” Story: Before you became an entrepreneur, what were you like?  What did you want from life?  What problem did you have that needed solving?  Now, go find the people who mirror your “before” life.  These are people who will naturally be your clients because you can relate to them, and you can offer them REAL SOLUTIONS to their problems.

Help Clients Discover How to Reach the “After”: If you clients are at the “before” point in their story, you need to show them how to get to the “after.”  Use your personal, compelling story to attract clients who want what you already have.  When potential clients know your struggles and how you overcame them, they will be more than happy to pay (and pay well!) for you to help them get to the same place.

So, what are you going to do today to attract new clients?

Image via Incase on Flickr

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{ 8 comments… read them below or add one }

Ben Weston February 17, 2010 at 11:54 pm

Hey Kim,

Great suggestions on how to discover your niche and provide value to your customers! This is a process I’m working through myself and knowing that customers actually do want to spend money, is an encouraging fact.

By the way, great job at providing value on your blog! Your posts provide lots of good content for someone just starting off.

Take care,
Ben

Reply

Kim February 18, 2010 at 12:56 am

Hi Ben,

Thank you for stopping by. I really appreciate your positive feedback. Following others gives us fresh perspective and continues to help shape our lives. Diggy and Glen have led me to reevaluate my approach in certain areas — stay tuned for changes 😉

I’ll be by to visit your work.

See you soon,
Kim

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Faizal February 20, 2010 at 1:15 am

Kim, your experience as an entrepreneur shines in this post. I can already tell you will be a major success online.

Reply

Kim February 21, 2010 at 9:49 pm

Faizal,

I am (present tense) excited about OUR success 🙂

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Catrien Ross February 21, 2010 at 8:02 pm

Kim, thank you. I very much appreciated your insight, “I focus on my experience and expertise” because I agree that this is a critical point, especially in the marketing of professional services. What skills or qualifications or knowledge do you have that nobody else in your field can claim? If you focus on this, and your other entrepreneurial efforts support this in a positive way, then your clients gladly come. From an entrepreneur at the foot of Mount Fuji, thank you again – Catrien Ross.

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Kim February 21, 2010 at 9:55 pm

Hi Catrien,

It is true — when we focus on our strengths, unique experience, and joy — positives flow. Thank you for contributing 🙂

See you soon!

Reply

Tisha February 22, 2010 at 2:55 pm

Hi Kim!

LOVE your blog! You make some really fantastic points about staying in “your magic”. I must admit I have been guilty of getting distracted by ‘shiny objects’ and trying to do too many things at one time that didn’t all necessarily serve the bottom line of my business. I recently made the commitment to get back to basics and it was like a weight lifting off my shoulders…I could see the road ahead so much more clearly and the old excitement started to come back. Thanks for the reminder that if you stick with what you do best, the clients will come. More entrepreneurs need to hear that…repeatedly. 🙂

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Kim February 22, 2010 at 3:48 pm

Hi Tisha,
Happy to have you stop by 🙂 As entrepreneurs we have so many exciting ideas and we want to see all of them come to fruition — it’s not always practical or profitable — physically, emotionally, financially, or spiritually.

Here’s to sticking with what we do best and getting back to basics together! Cheers!

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