ways to communicate (and get paid for) your value

Many Independent Professionals are struggling to attract
more clients. They're time-starved and they keep busy
serving their current practice. Their biggest challenge
is to reach people who "get" their work -- and are eager
to pay for the value of services.

This challenge is especially difficult in the 21st
Century because so many of us offer services that are not
easy to categorize. If you offer any kind of coaching or
mentoring service, you have to begin with Square One.

(1) Stay away from cliches when describing your services.
Just about every dentist talks about a brighter smile.
Many coaches still promise to "take your life to the next
level." Describe your services with very specific images.
I call this "painting word pictures." You will present
yourself as unique (and that translates to valuable, if
you're meeting a real need).

(2) Present a series of case studies. Show where your
client was stuck or in pain when she came to you. Give
readers a sense of the magnitude of your contribution
with phrases like, "Based on my 20 years of
experience..." or, "I invested in training to learn 3
unusual techniques..." Then discuss specifics of the
client's outcome.

(3) Respect your own time. If you choose to offer no-cost
introductions, develop a standardized process and
application form. When a caller has "just a quick
question," offer to answer in a public place. I have a
blog and a cat scan program:
http://www.copy-cat-copywriting.copymini.html

Finally, some prospects just won't "get it," no matter
what you do. They're not clients. If you get one or two a
year, it's no big deal. If you attract many prospects who
fit this category, get some professional feedback on your
website and message.