How would it feel to offer products, programs and services that your ideal clients snatch up at every opportunity? How would your business be different? How would your life be different?
Pretty great, right? The first step to creating this reality is to get CRYSTAL clear on who your ideal client is and what it is they want from you. Let’s break this down.
Your Ideal Client – This is the ONE individual in your business that you can’t believe you get paid to work with. The one who happily pays your fees and appreciates the value you add to their lives. The one you get excited to talk to and look forward to meeting with. What does this person’s life look like? What are they interested in? What do they read? Where do they vacation? What is their family structure?
Take a few moments to reflect on all of the clients you’ve worked with in the past. Write down the demographics of each person and whether or not they were ideal. (If they were not ideal for your business, note the reason(s) why). Then look for patterns. What do these individuals have in common?
Do you see your Ideal Client Profile taking shape? Then answer the questions I posed previously. Create an actual persona and give that person a name. Going forward, THIS is the person you are going to market your services to. (Remember, marketing is really just about sharing solutions with people who are already looking for them).
Once you’re clear on who you’re targeting, now you need to get clear on what it is these individuals want and need from you. Notice I didn’t say what you want to sell. There’s a big difference between the two. We soloprenuers have a bad habit of offering our audience what WE they need, which could be light years away from what THEY want.
The secret to having your ideal clients snatch up your offerings is to offer them the solutions they’re seeking in a format they can digest. So how do you find out what they want?
Very simple. You ASK them! That’s right…just ask and they will tell. There are a number of ways to do this:
- You can call (or send a handwritten note) to past and present clients to ask them what they value most about working with you. Also inquire how the work you’ve done (are doing) together has made a difference in their lives. Finally, ask them what else you can do to improve your services or otherwise solve their problems.
- Research where your target market is hanging out online and pose the same questions. Don’t pitch your services or ask them to do anything else but to share their opinions. (People LOVE sharing their opinions).
- Research where your target market is hanging out offline and get yourself in front of them. Register to attend the conference, seminar, networking event and make it your business to get to know as many people as possible. Again, don’t start pitching yourself, but show genuine interest in the individuals you meet and then make arrangements to continue the conversation at another time.
Once you’re clear on WHO your ideal clients are and WHAT it is they need from you, you simply create the solution, present it to them in an easy-to-implement format and voila! The clients get the solution and you create a new profit center in your business. Everybody wins!
Block out some time on your calendar within the next four weeks to implement the suggestions I’ve shared and then visit my blog and let me know what you’ve discovered. I look forward to hearing from you!
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Sydni Craig-Hart, The Smart Simple Marketing Coach, is founder of SmartSimpleMarketing.com Known for her simple, tech-savvy, integrated approach to marketing, she also has the unique ability to find untapped profit centers in her client’s businesses so they can create money NOW. Visit www.SmartSimpleMarketing.comto listen to Sydni’s F.R.E.E. audio class, “10 Proven Steps to Powerful Marketing Results!” and to schedule your F.R.E.E. “Profit Breakthrough” session!