37 Ways to Effectively Present Your Services without Looking like a Rookie

Nobody wants to look like a rookie.  But if your unprepared, don’t have a core message, are unfocused with your marketing, then you can be viewed as a Newbie.

I’ve seen professionals wasting money trying to advertise but if there were to tweak a few thing then they could more effectively market there services. Clients are looking to do business with people whom they know, like and trust.

That’s where you come in…

There are a couple of things you need to know about promoting your services that will make you look like a Pro.

I’ve listed 37 of them which will directly or indirectly affect your marketing efforts and your overall business image.

Are you ready? Here we go.

1. Have a Core Message
Prepare a short business pitch which will answer the most popular question “What Do You Do”. Have the edge with answering with your “Core Message”

I help (whom) to (do what) so that they (can have what)

Ex: I help small business professionals to effectively communicate value in there products and services so that they can have more time to focus on developing more profits.

 

2. Don’t Go For the Big Sell Up Front
Start with something inexpensive or free. This will allow them to experience your services first hand.

Successful real-estate professional Craig Proctor; first offers free reports, home evaluations, and other training information before he sells them on his services.

If you smile then people smile back, if you tell someone to smile then they hesitate and become reluctant.

3. Don’t Dismiss Anyone Because They Can’t Afford Your Services
There have been many scenarios where I was tempted to dismiss individuals because I knew they didn’t have much money to afford what I has offering. But what surprised me was that they were my #1 referrers of business.

You never know who will be your “volunteer sales agent” that brings stable business.

Avoid looking like you’re too good to do business with others that seemly don’t have money.

4. Be Honest about Delivering Results
Clients will contact you expecting the moon and stars overnight. Don’t be afraid to be honest in telling them that’s unrealistic. Clients don’t always understand the process behind delivering the results and they don’t have to.

As long as they are aware that there is a process and what to expect then it will bring there expectation down to earth and allow you a platform to deliver as promised.

5. You’re a Business Owner Not an Employee
Make clear your role in helping your client. So as not to confuse the client to thinking that you have to do what they say, go to events that are critical to their business, or be on conference calls which don’t require your presence.

You’re a business owner and consultant, and if you promote yourself as more of a professional who is working together with them, then it puts part of the responsibility back on them.

6. Don’t Put Too Much Pressure on “The Plan”
Plans tend to be over rated, I have never seen a plan that works “exactly” as planned. So as a consultant you have to understand that your plan will need some close guidance, time, and unexpected changes.

When presenting your proposed offer don’t focus much on the plan as much as the Processes that will give your clients the results. Don’t set yourself up to fail. Give yourself extra time to meet the target deadlines, and enough time to over deliver.

7. Don’t Undersell Yourself in Desperation to Attract New Clients.
Be like Apple, if your products/services are expensive, then you will attract clients whom can afford your services. Start Introductory consulting rates as a limited time only, to attract new clients. But make sure they know what your normal rates are.

Presenting your services as cheap, makes you look desperate and devalues your service in the minds of your clients. There are other ways to attract new clients without playing the price game.

8. Do a Workshop that Target Your Ideal Clients
This is a great way to increase your perceived value as a consultant. I have been to tons of workshops and I have never walked away without seeing the instructor make at least a couple of sales during or immediately after the workshop.

Being an instructor of your target market place improves your credibility, easily wins more clients, and builds trust in your services like crazy.

 

9. Write then Publish an eBook on Kindle
Put together an eBook that targets your ideal clients then sell it at a low cost for those whom may not be able to afford your higher priced services.

Kindle is growing in popularity; it looks that much more professional to have an eBook on kindle which you can offer to your potential client as a trust builder.

10. Lead with benefits
Features tell benefits sell. The best you are at communicating what your product/services will do for your clients business the more deals you will land.

Your clients are often thinking in there minds, “What does this have to do with me?” So if your communicating how it’s going to help improve there lives, or business. Then you present yourself as a more interesting person to converse with.

11. Avoid the “Me To” Marketing Angle and Promote Your Specialty
The more you show difference between your services and the other the less you have to compete.

No business can be all to all people, which gives room for competition. But don’t try to compete by offering the same thing as someone else. Just further define your specialty. That makes it clear in your prospects mind why they should do business with you and not the other guys.

12. Know All Your Clients Common Objections
When I worked for Sears as a sales consultant. We had to study all the objections a customer would have about buying a product. That allowed us to increase our sells because there were a pattern of common objections.

It also helps to identify when to stop selling or when to continue overcoming objections. We knew that our time was spent on talking to the right people whom have a better chance of purchasing.

Your clients are often thinking in there minds, “What does this have to do with me?” So if your communicating how it’s going to help improve there lives, or business.

13. Have Partners To Offer a More Total Solution while Making Money Referring Business.
Fill in the gaps with key partners that pay you to refer business. Ex: If you’re in the copywriting consulting business then a lot of your clients have blogs whom may need design services.

If that client is in ecommerce then you can partner with Bigcommerce.com and become there affiliate which will offer you $75 up to $300 commission. Some partners offer a monthly reoccurring commission as well.

If you share with your clients that you have partners who can help offer a more complete solution, then it makes you look more like a pro.

14. Don’t Wear all The Hats In Your Business, Develop a Marketing Team
Every consultant should have a team of professionals whom you work with to do the task that are not in line with your expertise.

If you’re strongest at admin then you want to outsource your other business operations. If you’re strong at marketing then you want to maybe outsource your admin operations.

Wearing all hats in your business can will affect your business as a whole. If you are your own accountant then you know what I’m talking about.

15. Be Your Own Media but First Start Blogging
Small business owners are starting blogs but some are doing it just because it’s the thing to do. If you don’t currently have a website then you want to start one.  Spend the money and have a professionally designed site and start posting articles on your blog.

At an Entrepreneur Growth Event, in Long Beach, California, Chris Brogan spoke and said “If you take nothing else from this event, know that you are your own media channel”

16. Don’t Appear Anti-Social and Get Active in a Community
You want to be socially active online and off. In the past it used to be forums and mixers that were centered on a topic in which people exchange information unbiased. This would naturally attract business to one another.

Now this form of sharing information is done mostly online through blogs, and other social platforms. If you want to be seen as an expert, you have to be present as the expert in that community.

17. Don’t Be the Used Car Salesman
How most of us view selling is by being pushy, or aggressive. Selling is about painting pictures in the minds of other people. The more you can get someone to visualize themselves experiencing the end result of using your services, the more effective your sales pitches will be.

18. “No Shirt… No Consulting”
Have you seen those signs on the door that says “No shirt, No service”? I’m not sure how that got started to where physical businesses post it as a norm but it sets a standard in which you should set as well.

Practice refusing to do business with people whom obviously doesn’t fit your ideal client description; it avoids making you look desperate. Don’t be afraid to refuse service.

19. Be More Organized
It makes a big difference in how you present yourself. You may think that your clients don’t notice but it is evident in almost all your business activities from email communications to updates on projects, marketing efforts, and partners you work with.

Imagine how tacky it would look to see you in front of a client, shuffling papers trying to find testimonials about your service.

Wearing all hats in your business can will affect your business as a whole. If you are your own accountant then you know what I’m talking about.

20. Just Listen Your Client Has Unspoken Needs
If you’re offering a solution right from the start then you risk sounding like a person that knows it all. It’s hard to say if you can really help someone without hearing there spoken and spoken needs.

Your clients don’t always know what they need. So they are relying on you to be the expert that listens and finds the real solution to there problem.

 

 

21. Be Well Prepared
If you know your going to have the first meeting, make sure you outline what you plan to discuss and get to the point. Naturally there will be a desire for small talk but that time should be factored in.

Always be up to date on status updates on all the plans of the client. You look real professional when you can give your clients updates on results achieved, where you are in the process, and how close to the achievement of the next goal.

22. Track your ROI (Return on Investment)
There are many tools you can use to track where your clients are coming from. You want to pin point it and focus on increasing your marketing efforts there.

Use online url tracking, software’s, or service codes to pin point where exactly your client’s customers are coming from. This is valuable information for clients and it makes you look even more like a pro.

23. Have Systems and Procedures for Every Aspect of Your Business.
Clients will ask, “So how does this process work?” They want to know what there suppose to do and what to expect and when.

Not knowing your process makes you look like a rookie. Systematize your business operations ahead of time. Start by outlining basic processes such as client reporting procedures, how you plan on managing projects, how you meet with clients that are not local, ect.

24. Make Your Clients Feel at Ease
Learn to read between the lines. Working many customer service jobs I learned to I listened to not only customers words but there voice tones, and body language.

They would love me for showing some thoughtfulness and reading between the lines without them telling me what was really going on. Later customers would feel at ease and be more open to discussing sales solutions.

25. Ditch the Shotgun Marketing Approach
Each marketing channel has a specific way in which you have to market in order to do it right. The same way you market on Facebook PPC Ads is not the same way you market on Google Adwords.

It takes time, money, and trial & error to understand how to effectively use each channel to get the results you’re looking for. Choose a couple of channels that makes sense for your business resources and once your found a formula that works then slowly branch out.

 

26. Bury Your Qualifications Until Necessary
See at first you have to communicate what value you have to offer. I know you’re awesome, and that you are very qualified for the job. But unfortunately no-one cares.

People just want to know that they can trust you to bring results and qualifications based on education doesn’t do it was well as client testimonials and hard data.

27. Don’t Over Exaggerate Your Services
Don’t fall into trying to over hype your marketing message, just be genuine. You risk sounding like an infomercial. Communicate real value and your prospective clients will respond.

28. Over deliver
Give your clients a lot of value for doing business with you but then surprise them by over delivering. Statistics prove that 80% of your income will come from your existing clients.

Your clients don’t always know what they need. So they are relying on you to be the expert that listens and finds the real solution to there problem.

29. Make Your Message Relevant
Coca Cola placed an advertisement in a window next to Starbucks when it was 3 feet of snow, saying “Who has time to wait in line for a latte?” It was smart move to show relevance to what is happening locally.

If you show relevance for what is happening locally for your target clients then they will respond to you more positive with the impression that you’re up to speed about what’s going on.

30. Show That Your Passionate
Communicate what problems your clients face and how you solve those problems. It’s natural for us to want to connect with our clients and the best way to do that is to communicate that you know what there going through and that you are enthusiastically willing to help them.

31. Have your pricing all figured out first
If your new to consulting then your most likely going to start off with introductory prices, but when your seasoned then you focus on showing in “Dollar and Cents” what you have done for other companies and how you can do the same for them.

Having you pricing structure already in place allows you to categorize a potential client and really match them with what service is best for them. That will alleviate the pressure off of them to think that you’re going to charge them an arm and a leg.

32. Know your stuff
Keep yourself informed and “In the Know” about the latest and greatest in your industry. Learn more about what works and what is an utter failure. Giving free tips and specific advice at such gatherings makes you look like the go to guy. It gives them a bigger reason to trust you with the job.

33. Be Optimistic
Show hope in what seems like a hopeless situation for your client. Give a face to the enemy by Pin pointing the source of the problem. Show them why they haven’t been getting the results they have been wanting.

The key is being sold on the solution yourself. Once you clearly see how you can help them turn things around then you appear optimistic to your clients, which is always a good look.

34. Refrain from Using Weak Verbiage
Words such as “I think, maybe, I’m hoping”

make you sound unsure and hurts your image along with there confidence in you. If you can’t provide a good answer at the moment make sure you say that you’ll find out.

35. Personalize Your Marketing Message
If your clients are males whom are in the personal finance, then when you use visual aids to communicate you can personalize your message with images of men whom look as if there in the personal finance industry.

News channels do this when there reporting breaking news about an issue in a different country; they will get a person whom looks native to that country to report.

36. Watch Your Physical Posture in Video’s and In-Person
It is natural for us to do what people do way before we do what people say. This one seems insignificant only because it happens without us noticing it.

If you smile then people smile back, if you tell someone to smile then they hesitate and become reluctant.

37. Be Patient Knowing that you’re Building a Business
Being a consultant; you can’t avoid dealing with clients. Clients inquire about your services but they don’t always want to do business with you at that moment. You can follow up but don’t be too impatient by trying to force something out of the inquiry. Don’t be a used car salesman.

Zahib Ziaweet is the founder of SelfSuccessMastery.com. He is a business model strategist whom specializes in search engine optimization (SEO) and copywriting. He has developed an insight of self and the importance of spiritual values in life and business. He is naturally inspirational, grounded with a good understanding of self, blueprint based, detailed, step oriented, and always finding ways to organize content, words, and ideas.

 

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  • http://www.brmarketing.ca/ Brad Rach

    A great series of tips!

  • http://www.currencyuk.co.uk/business.php Terry Rose

    For the beginners yes this is effective, but you can’t use this forever. This are just basic tips.

  • Leonard Campaigne

    I like the messages, and find the tips useful. However, spellcheckers are dangerous because they don’t catch context errors. The writer has misspelled ‘they’re’ and ‘their’ by using ‘there’ – these homophones need to be mastered and never confused again! Suggest we always check our work to ensure we have not used the often incorrect “it’s” (a contraction of ‘it is’ not “its” which is the possessive form), “principal” (the most important thing, not “principle” which relates to morals), “accommodate” (note there are two c’s, two m’s), and my favourite: “judgment” (no ‘e’ after the ‘g’). If you want to look like a rookie in the eyes of your peers, masters, and customers, continue to misspell words such as these. The author has also been lazy with possessive forms for “client’s” — there are probably others, but these leapt out at me. Other than that, good work! Len Campaigne, Knowledge Point, UAE

    • jfrances

      I agree – there is some good content but the writing skill in presentation should be given more attention. I find the over=use of whom” and especially its misplacement in grammar construction. In this case “who” is the subject referent that should b used directly after an infinitive “to”. Otherwise, always use “whom” in a prepositional clause – it is an object, not a subject.

  • hope tura

    Thanks for sharing these tips!

  • Radiant1beauty

    GREAT TIPS!!!