Day 3 – 3 Easy Ways to Connect With Your Ideal Clients
Now that you’re clear on how to talk about what you do, who you should be focusing your marketing efforts on and how to figure out what they want to buy from you, let’s talk about how to grab the attention of your next ideal client.
You have to speak their language.
Think back to the last time you met someone who spoke another language and little to no English. How did that conversation turn out?
Likely, it was challenging at best. Even if the two of you were able to figure out a way to communicate, it likely took a lot more effort and a lot more time than if you both spoke the same language. Each of you probably experienced a certain amount of frustration.
The same principle applies when you’re talking to prospective clients about how you can help them.
When you speak their language, you’ll be able to connect with them on a deeper level and show that you understand their problems.
If you struggle with this, here’s what you do.
You will connect with more people who need what you have to offer. The “language” barrier can be avoided altogether if you follow these three steps:
1. Avoid using industry jargon: There may be a difference between the way you think about your business and the way your clients think about your business.
While you may know all of the nitty-gritty technical details and terms about how you deliver your services, your average customer will not. And likely, they couldn’t care less about the details! They are only interested in results.
So, don’t alienate them by filling your website, blog, marketing materials and conversations with industry jargon! Instead, make sure the interactions you have with prospects convey your value in terms that they’ll relate to.
2. Consider how your ideal clients describe their pain points: Your products and services should be specifically designed to help your clients eliminate major problems and challenges.
That means you need to find out exactly how your clients are describing those pain points.
What terms, phrases and words do they use to describe their struggles?
For example, if you are a Virtual Assistant, your clients might say that they are tired of feeling overwhelmed or that there isn’t enough time in the day to get done what they need to do. Their pain point is a lack of time. Your services will help them to eliminate this problem.
You can refer to overwhelmed feelings and there not being enough time in their day in your marketing materials to directly connect with their pain points and highlight the value you can bring to their life and/or business.
3. Get clear on what words your prospects and clients are using to describe the problems that you solve: In addition to describing their pain points, your prospects and clients are also using specific terms and words for the solutions you offer.
If you are using terms that are unfamiliar to your target market or words that don’t reflect the problems that you solve, you could be missing out on opportunities to sell to your services.
Look over your testimonials from previous clients and watch for words or phrases that are mentioned over and over again.
How are your clients describing the problems that you’ve solved?
Knowing this will help you talk about what you do in a way that appeals to prospects.
Speaking the language of your clients is key in earning their trust. You show them how you can help and become a relied upon problem solver.
By analyzing the language that your clients and prospects are using and eliminating industry jargon, you can speak directly to their needs. That makes you the obvious choice to work with, gets your clients what they want AND creates a much more profitable business for you!
Your Action Plan For The Week:
- Discover how your target marketing is describing their pain points by reviewing your client testimonials, social media, and forums.
- Look at all of the requests for help you’ve gotten via email in the past several months. How are your prospects describing their pain points? What words and descriptions are they using?
- Take all of the terms and phrases that you’ve found in your research and incorporate them into your marketing message (in print, online and spoken word).
It’s time to get those BIG goals and dreams off of your “someday” list and bring them to reality!
Now is the time for you to plan your work, work your plan and enjoy the results you’re looking for.
I’ve seen time and again that changing this one small habit – organizing your thoughts and creating a simple action plan – can have an amazing affect on your business.
Set aside 45 minutes to complete your assignment today. Your next ideal client is waiting!
Coming up next!
Coming up next!Tomorrow’s lesson will show you how to get your ideal prospects to take action and HIRE you!
