Want a Bigger Payment? Solve a Bigger Problem

Mar 16 • Pricing

Here's an expression I wrote years ago:

"If you want a bigger payment, then you better solve a bigger problem."

It's the foundation of how I find ideal clients.

How to Find Your Clients' Problems

1. Ask your current clients

What problems did they have that made them use your services? Get this in their own words, that's the voice of customer information.

2. Do surveys

Both with current clients and generally in the marketplace. People like to answer questions.

3. Use your own knowledge, experience and expertise

Think about what problems your potential clients probably have and focus on that.

The Driver Behind Most Problems

I've noticed that the driver of most problems my clients face comes down to one word:

SIGNIFICANCE

Yes, they can get money. Yes, they can get reputation. Yes, they can get time.

But really, all of that can be wrapped up in one package called significance.

Become the Go-To Person

Once you've identified the problem, you need to put it out in the marketplace.

But rather than just putting it out, you need to indicate that you have a very clear solution.

When people know they have a problem, they're looking for a step-by-step solution that gets them the outcomes they want.

When you do this in a niche marketplace, you create for yourself the positioning of being the go-to person to solve that particular problem.

The Formula

Ideal client + their problem = your opportunity

Especially when you can identify it and solve it for them.

What bigger problem could YOU solve?

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