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Get Your Potential Clients Excited About Working With You
Have you ever had a potential client say to you, “Hmmm! Sounds interesting. I’ll get back to you.”
And then you never hear from them again? They don’t even answer your calls. Talk about awkward. If potential clients can’t see the outcome of working with you clearly and tangibly, chances are, they’re not going to get excited about working with you.
In this article, I’m going to share with you what an Excite model is and why you need one to get your potential clients super excited about working with you, so you get a, “Heck, yes!” instead of a “Hmm … Maybe.”
How does an Excite model work?
There are two key reasons Excite models are freaking powerful:
- They’re visual.
- They inspire self-initiated momentum.
Let’s explore both of those.
1. Visual = tangible.
I say this over and over again, but if you distil your intellectual property into visual pictures, it makes it so much more tangible. Unlike walking into a chocolate shop where you can see, touch, smell (and maybe even taste) the products, service-based businesses don’t have the same sensory experience for their potential buyers.
However, when we extract the Intellectual Property (IP) out of our heads and turn it into visual pictures, suddenly, the client can see it. It becomes real. And because it’s real, it’s less risky.
2. Self-initiated momentum.
One of the big reasons clients can feel tepid about your offering is that they aren’t clear of where they are now and where they want to get to. So, an Excite model is a powerful tool to get your clients to self-assess where they are and where they want to go when working with you.
An Excite model is a visual representation of where your clients start off and where they would like to end up. It shows them the journey of how to get to where they aspire to be. And something cool happens when you show potential clients’ your Excite model.
Everyone immediately identifies where they are on their journey. They self-identify. This empowers your client. Rather than telling them, “You’re at x”, they come to that decision themselves. Around 80% (based on my experience), will then identify where they’d like to get to.
And, because the brain is a powerful problem solver and doesn’t like gaps, it will start to want to know what the next step is to start to bridge the gap. This momentum makes people excited about moving forward, about taking the next step towards their goal.
And it’s self-directed momentum. You don’t need to push and prod. They are primed to take action with you. So, an Excite model can help potential clients shift from a tepid, “Hmm … Maybe”, to a full, “Heck, yes! Let’s do this.”
An Excite model – Visualising the journey and the outcome.
For example, my Excite model is this rocket (fitting, right?).
- So, at the bottom is where coaches and consultants start their business journey. It’s kind of chaotic. They may not have nailed their ideal client or have a clear message. Clients are not clamouring to work with them.
- The next level up is clarity – they’ve got clear messaging and people working with them.
- Consistency is the level where coaches and consultants have a steady stream of clients, and they’re getting consistent, proven results over and over again.
- And then, the next level up is credibility. They become a trusted expert in their area. The ‘go to’ person.
- And the top? Well, the top is when they’ve freaking made it.
Excite models can have lots of different shapes. They don’t have to be a rocket. For example, here’s presenting coach Andrew Eggelton’s:
This shows the steps to take your speaking to the next level! It’s not a rocket; it’s a column chart.
The next one is a matrix from Tipping Point Consultants that shows people how to move from unfulfilling work with limited options (Stuck) to expanding options with meaningful work (Future proofed).
All of these models are designed to help people identify where they are now and what they’re goal is and starts the wheels in motion for wanting to get there.
What does your Excite model look like?
Now you know why you need an Excite model, what does yours look like? What’s the journey and outcome for your clients? How are you going to show that to them in a visual way, so it feels tangible to them? So they start to feel momentum?
What are you going to show your potential clients to get them saying, “Heck, yes! When can we start working together?”
“The opinions expressed by Smallville Contributors are their own, not those of www.smallville.com.au"
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