To find your most profitable clients the first small business tactic that needs to be done is to figure out what exactly you have to offer to potential and current clients.
Many businesses make the mistake of thinking that what's important is their expertise, credentials, processes, or their products and services.
Yes, all of these are relevant but they are not the true motivator for your prospects and clients in determining whether or not to do business with you. Their biggest concerns are all about themselves - what they need and what they want.
They want to know what you can offer to them in terms of solving their problems and making them feel good. Anytime you can help a prospect feel better, avoid pain, be smarter, save time or money - then you are truly providing a benefit.
The benefits of your products and services need to answer the eternal customer question: "What's in it for me?"
Of course, before you can figure out what benefits and solutions you are offering - you need to really have a clear understanding of what your target market/niche market wants.
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