The trick to landing high-paying clients
When I talk to remodelers, they typically want one of two things.
They either want more clients, or they want higher-paying clients. And lots of them want both.
But here’s something cool…you really only have to focus on one of those in order to get both.
If you focus on attracting higher paying clients, more clients tend to come in without a lot of added effort, because you are automatically more attractive when you begin to appeal to a higher quality audience.
So, how do you attract higher-paying clients?
You need to focus on one main thing: THEIR PROBLEMS.
Homeowners will pay top dollar to solve our problems, especially when it comes to their homes. And the truth is, higher paying clients typically WANT to pay more for a premium experience with a trustworthy remodeler.
That means you need to do 4 key things.
Understand your clients problems better than they do. This means getting cozy with a niche audience. Maybe it’s the project type, project size, style aesthetic, geographic area, or any number of other things. Find something that sets your niche apart.
Homeowners will often know the surface problem (they want a new kitchen), but they don’t quite understand the root cause or solution. YOU need to understand the deeper issue, and develop a curated solution that is unique to your client.
Show that you are (without a doubt) the best solution to their problems. Especially in an industry where remodelers can all look the same except for their logo, you need to use relatable language that your audience is already using to describe their problems and desires. Paint a picture of the success and fulfillment they can experience only through hiring you.
Curate services that uniquely meet their problems. Even though the guts of your offer might be similar to other remodelers out there, you have something unique to offer that no one else can. Find that special sparkle and infuse it into your services.
Put their problems at the center of your messaging. Talk about their problems and desires as it relates to your service all. the. time. Make your client the center of your story. No one wants to go through the inconvenient process of remodeling their home, but if you can make the light at the end of the tunnel bright enough (and make the tunnel feel shorter), you’ll have no trouble landing that project.
There’s so much more to unpack here, but it really does come back to their problems every time.
Understand their problems. Help them achieve their desires.
Boom. Client signed. Project landed. When is demo day!?
