What Your Target Market Needs to Know About You To Consider You a Credible Service Provider

When you're in the process of developing a description of your target market, make sure that you also consider what that market needs to know about you. If you choose a market for which you have no credentials or credible experience, simple desire on your part is not enough.

Think about what you're looking for in the background of any provider you select. Haven't you had the disappointing experience of thinking you'd found a solution provider only to discover that they had no credible expertise or experience? What is your target market looking for and what information do you need to provide to compel an interested prospect to buy from you? Here's some ideas.

1. They are looking for evidence of massive direct experience in solving problems exactly like theirs.

Presenting yourself as an amateur can totally shut down the sales process when a prospect is at the point of purchase. Prospects need to feel convinced that you know what you're doing, and can deliver on your promises.

2. They need to know that you have expertise that ensures you can solve their problem.

They want to see how you gained expertise and to know that you've worked with many others with their problem. They must understand the details of the solution you've developed. Prospects want to know that you've come up with unique ideas and perspectives and that they have been used successfully with clients over time. If you're truly an expert, you've developed and evolved unique methods, processes and procedures. Make these clear.

3. They want to know what training you've had to prepare you to service their needs.

In some cases, training is a decisive factor. In other cases, training is not the critical factor, but potential clients need to know how the things you've learned qualify you to fulfill their service needs.

4. They need to know that you understand their issues.

They want to feel that you "get' their situation and empathize with what they are dealing with. If you really don't understand the intricacies and the dynamics, your target market will not trust you to be able to solve their problem.

5. They need to know that you understand the solution they want to get.

You must clearly articulate the benefits that they will get from working with you - and they must coincide with what your target market wants to receive.

6. Prospects must feel that you are trustworthy.

Your photo should present you as honest, sincere, and authentic. You need to demonstrate and describe values that are perceived as ethical, fair, and desirable. You as an entity must engender trust. Ability to project trust-worthiness is critical to being able to close business.

These are some of the things that your target market needs to know about you to consider you a credible service provider. Consider all this when you're targeting a market.

Suzi Elton provides business writing that attracts targeted prospects to your service business and converts them into clients for you. She is a Robert Middleton Certified Action Plan Marketing Coach, as well as a professional writer. Her website offers a free series of 8 assessments you can use to analyze your own site.

To learn about her Robert Middleton style Web Site Tool Kit Writing Package, go to http://www.wowfactorwriting.com/services/web-site-tool-kit-package/

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