Working with your ideal clients and only your ideal clients doesn’t have to be a fantasy. You can work with only the people you are meant to serve ALL the time – IF you know exactly what they want. Keeping in tune with what your ideal clients really want is the key to your success.
So the first step to making sure you’re deeply connected with your ideal clients is to figure out how well you know your current clients. Are you providing the services and solutions they need now? Are they repeat clients? If yes, why and if not, why not? There are 3 basic questions to ask yourself to ensure you are attracting your ideal client and keeping your current clients happy.
- Have you done your market research? When was the last time you checked the pulse of your ideal clients to find out what their challenges are right now? Keeping on top of their current needs, immediate challenges and hot topics is key to providing the services they need NOW. If you don’t know, you simply need to ask them. You’ll want to conduct research on a regular basis, by asking probing questions of all new prospects and conducting surveys of those in your network.
- Who is your ideal client within your target market? Focusing on a particular segment of the population is great, but you need to get clear on the ONE type of individual that you want to work with, within that market. For example, say your target audience is real estate agents. But what kind of real estate agents; residential or commercial? A man or a woman? How old is this person? How much experience does he/she have? Where does this person live and/or work? The more specific you are the better able you will be to create solutions that meet their needs.
- Where does your ideal client “hang out”? In order to drill down into the nitty gritty of what your ideal client needs and wants, you need to connect with them and get to know them. Find out where your ideal client is hanging out online and offline and meet them there. This can mean participating in one of the social networking groups where you know they’re active or attending an appropriate networking event in your area. Wherever it is, make sure you know where you need to be, get registered and be visible there.
Remember, marketing is simply a matter of sharing solutions in an appealing way with people who are already looking for them. So, by doing your research and finding out what your ideal client needs will help you provide the solutions they are looking for. And, since you’re in tune with their needs, you won’t ever need to “sell” yourself or your services because you will be clearly seen as THE expert problem solver.
When was the last time you did market research on your ideal clients? Did you find any new challenges or ways to present your solutions to better serve them? Post a comment below to let me know what you discovered and how you plan to use the information!