Your goal as a business owner is to reach clients that need what you have to offer and then sell it to them. When you take the time to understand who your clients are, you can actually ensure that you create products and services that sell.

Get Inside Your Client’s Head

To create a product or service that sells, you must know what your audience is thinking. To understand others on this level, close your eyes and think about one particular client or group of clients and crawl inside their head – imagine their state of mind and what they are currently experiencing. Are they frustrated, confused, or feeling unvalued? How has their work environment changed over the past year; have there been layoffs; has their organizational status shifted? When you take the time to get inside your client’s head, you can begin to see what state of mind they are in, and this is the first step to creating something others desire and need.


Know What They Need Right Now

Once you understand what is going on inside their heads based on their current situation, it is time to ask yourself a critical question: What do you need to say or do in that moment to get their attention? The most vital part of creating a successful product or service is not figuring out what you think they need – your success will be found in understanding their state of mind – what they need right now. Once you determine this, it is time to tell them an immediate hook; how what you have to offer can help them solve their current problem. You are not solving a future problem. You are offering a solution to an actual, current situation, meaning they will need what you offer.

Dig Deeper Into Their What and Why

Often, there is a mismatch between what you know your client needs and their ability to picture their real problem accurately. If they knew their actual problem, they would likely find a solution on their own. They can’t solve it because they are unaware of the root cause of the problem. You will hear them say things like they are completely overwhelmed, but the feeling of overwhelm is actually a symptom of another problem. As an expert service provider, it is your job to dig in deeper and ensure that you truly understand them. Your goal is always to talk to them and never at them, which is why it is essential to crawl inside their head and into their state of mind to envision and feel what they are going through.

As The Growth Architect, I am committed to helping you learn how to create products and services your clients want. Helping you accomplish this is so important to me that we are about to launch a webinar masterclass training that will deal with this exact topic. If you are interested in creating products and services like this, click this link to register. We will announce when the webinar is available and the launch of the masterclass. Then, you can join in, listen, and discover what you can do to build your own products and services. In the meantime, watch my video to find out more about creating products and services that sell.

Let’s grow!



Beate Chelette is The Growth Architect & Founder of The Women’s Code, a training company specialized in providing companies an ROI on Balanced Leadership. She has been named one of 50 must-follow women entrepreneurs by the Huffington Post. A first-generation immigrant who found herself $135,000 in debt as a single parent, she bootstrapped her passion for photography into a highly successful global business and eventually sold it to Bill Gates in a multimillion-dollar deal.


Beate works with business leaders and supports organizations by developing and providing training the training, tools, and expertise to create and maintain a balanced, equal, and inclusive work environment that fosters creativity, employee engagement, and corporate growth.


Recent clients include Merck, Women’s Legislative Caucus of California, Cal State University Dominguez Hills, Small Business Development Centers (SBDC), NFTE, CreativeLive, the Association of Corporate Growth, and TracyLocke.


Beate is the author of the #1 International Amazon Bestseller “Happy Woman Happy World – How to Go From Overwhelmed to Awesome” a book that corporate trainer and best-selling author Brian Tracy calls “a handbook for every woman who wants health, success and a fulfilling career.


To book Beate to speak or train please connect here. Your Time Is Valuable!

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