How To Acquire More Clients Changing Simple Communication Model

As businesspeople, we meet with numerous other businesspeople daily. In doing so, it becomes clear to us almost immediately which type of business philosophy and communication model they use.

There are two types of business communication philosophy: company-centric and client-centric.

Most of the time, company-centric companies do not realize how much money they leave on the table every day due to the rapid loss of interest of potential clients. But what exactly makes potential clients lose interest in these companies? And how can these companies turn around and make potential clients into actual clients?

A company-centric business will speak in terms of “I” or “we” and offer a lengthy explanation of who they are and what they do. As high as 80% of businesses participate in this mistake: they discuss themselves instead of focusing on the real target—the client.

Frankly, the potential clients who become aware of your company, no matter the channel, don’t care who you are.

They are only interested in figuring out whether you can solve their problem. The question is, can you provide a better solution than they can find elsewhere?

The message “we are the best” is far too common among businesses and thus gets lost within the huge volume of information that your audience receives daily. So, how do you change your way of communicating with them?

You have to discuss the solution and not the problem. The audience you are reaching, which you hope will become your clients, are looking for a way to solve their problem, not a list of additional problems. So the way to attract their attention is by offering the solution they are looking for.

Simply claiming that your product or service is the best and displaying some sample of what you’re able to carry out is not enough anymore.

You have to be able to show and explain your process in detail to your audience. Doing so will spark engagement and increase your audience’s confidence to work with you.

Stop describing yourself and your company, and start describing the solution you offer.

Put on your clients’ shoes and find what they are searching for and what they want to know. This tactic will automatically change your communication from company-centric to client-centric.

If you want to be more effective, prioritize your message. The first things your audience should be told are directly related to their problem and your capability to solve that problem. They want to know that you are able to take care of it within a specific time frame.

Refrain from monologuing about your company’s birth story.

Gather together all the requests, questions, failures, and issues your company faces and talk about them openly, one by one giving your audience the chance to learn about your process and rely on your capacity to deliver excellence.

The businesses that boast more success in today’s world are the client-centric ones, the businesses able to build trust showing exactly how they work, inducing interest and building confidence in problem-solving ability.

Thank you for reading, I would appreciate hearing your thought on this.

***

Davide Scalia is the CEO & Founder of Namaka Consulting, with over 15 years of experience in the Marine Industry and over 10 years’ experience in Strategic Business Development, helping over 500 businesses to clarify what to do next to build the Brand, how to increase sales, giving new ideas to obtain exponential Business Growth.

Don't miss anything, follow us on LinkedIn, Instagram, Facebook and YouTube