The One Thing a Client Needs

Day Three:

I’m really sorry for the late post today. Also, I wasn’t able to reach 1,000 words yesterday. I reached only around 500 words. No excuses.

We’re on the third day of our journey to finding and doing work that matters.

Yesterday, I shared with you five reasons why it’s important to prepare an inventory of your skills. Also, I shared with you my highly unsophisticated list of skills (yes, it doesn’t have to be sophisticated):

  • Blogging and writing (Tools: Wordpress, Squarespace)
  • Graphic design (Tools: Photoshop, Picmonkey, Canva, and Piktochart)
  • Email marketing (Tools: AWeber, MailChimp, MadMimi)
  • Social media management (Tools: Buffer, Hootsuite, Zapier, IF)
  • Social media marketing (Tools/ Social media: Facebook, Twitter, LinkedIn, Instagram, Google Plus)
  • Copywriting

These skills sound very technical… and impressive, don’t they? With this inventory of skills, how could I not get hired? But, no. Until now, I’m still not hired. An inventory of skills is not enough. (Also, I haven’t been applying myself, so how could I get hired?)

Today, I can only share from what I learned from courses I took and not from actual experience.

From what I learned from the courses I took, knowing the tools and having the skills do not guarantee landing a job online (I would know!). Also, an inventory of your skills, like what we usually do in our traditional resumes, is not a guarantee of getting noticed or being called by the HR department. Nothing is.

But, there is a technique that can increase the chances of getting noticed and of being called by the HR department: Give them what they want.

Give Them What They Want

The mistake we usually make is that we try to impress potential clients or employers with what we know. But, it is more important to listen to them and to know exactly what they need. We focus too much on ourselves when we should be focusing on them.

What do they need? Isn’t it difficult to know what they want, let alone what they need?

Well, there is one thing they really, really want: Results.

Clients and employers want results more than anything else. More than your skills, your tools, and your experiences.

That’s why you have to translate your inventory of skills into the results you can achieve with those skills. This is the next step in finding work that matters.

The inventory of skills is for your eyes only. You don’t show the raw form of your inventory to potential clients. (After all, it’s unsophisticated! Yuck! Just kidding.) Presentation is important. You show it to them in a different, more useful way to them.

So, how do you translate your inventory of skills to a form useful to potential clients and employers?

Speak in a Language They Understand

And what is that language?

Results. Speak in terms of results. By doing so, potential clients will know how you can actually contribute to their organizations. "What's in it for them?"

Here are some of my ideas of what clients want. In a nutshell, they want:

  1. More customers and/or raving fans
  2. More income
  3. More time
  4. Less hassle
  5. Less uncertainties
  6. Less stress

For themselves and for their businesses, they want more of the good things like money, prestige, acceptance, recognition, time, peace of mind, and customers and less of the bad things such as hassles, stresses, and uncertainties.

So, how do your skills help them achieve those results?

As an example, I’ll share with you how I translated my skills into the results clients want to achieve:

  • I can help you increase your engagement with your prospects and convert them into customers by:
    • Managing and scheduling your posts on social media,
    • Communicating with customers and prospects and responding to their queries and requests on email and social media, and
    • Writing salesletters for your emails to prospects, your blog, and social media.
  • I can help you build your community of customers and raving fans by:
    • Writing and creating useful content your community will love and share,
    • Creating visually appealing posters, and
    • Creating a content strategy for your blog and other social media.

A disclaimer: I’ll be refining and adding to this translation as we move forward with our journey. This is a work-in-progress. When I (finally) start looking for work, this may not be what I’ll be sending out to clients.

Take note and save your answers because you’ll be putting them on your online resume or portfolio which we’ll be doing in the coming days.

In case you’re having a hard time figuring out what potential clients want, that’s okay. Even I have a hard time knowing exactly what they want. But, because of the courses I took and my unsuccessful attempts to finding work online, I’m beginning to have a better understanding of it. Fail your way to success!

Also, I’ll share with you an activity I do to know what potential clients need tomorrow.

For now, try translating your inventory of skills to the results you can achieve with them.

If you’re not looking for work online, how can you apply this in your business, in getting a client, or in applying for a traditional job?

 

P.S. Yesterday, while “practicing what I preach,” I sent out an application. That was the first application I sent online and it’s the work that I really want to do and the team I really wish to join. Please pray for me. I’ll also keep you posted for updates.