Once you’ve identified your ideal client, how do you find them?
How do you build a relationship with them and show them your offer in a way that’s personal and meaningful?
While this may seem a bit daunting at first, it can end up being one of the most exciting steps in the sales process. It’s your opportunity to connect with your prospects, and help them in a way that only you can.
If you’re struggling to figure out where your ideal clients spend their time and how to engage with them, watch the video below.
One of the best ways to get a deeper understanding of your ideal client is by talking with the clients you already have. If you have at least one client you love to work with, schedule a time to talk with them, and get ready to take notes.
During your conversation, write down specific phrases they use, problems they have, and ask why they bought your product or service. What got them interested in it? Why is it valuable to them?
Writing down those specific phrases and problems can help you relate to your future clients and show them that you understand what they’re thinking, feeling, and what they need. The closer you can get to “reading their mind”, the better.
Once you understand how to talk and identify with your ideal client, it’s time to start looking for them. Knowing their fears, interests and dreams will help you have a better understanding of how to reach them.
There are so many websites and apps like Shapr that match you with people who are similar to you, or who have similar interests. This is a fantastic way for you to prospect, because it instantly weeds out people who don’t fit the persona you’re looking for.
You can also join different networking groups that cover the topics your ideal client cares about the most, or that are designed for your target demographic.
For example, one of the networking groups that I’m currently involved in is for women over 50. For me, this made sense because a lot of groups seem to be filled with much younger women, and I don’t always identify with that demographic as well. I felt that in this group I’d be more comfortable with them, they’d be more comfortable with me, and we’d relate to each other better.
When you join those networking groups and start having conversations with your prospects, listen closely to the language they use, the issues they bring up, and the questions they ask.
The goal is to be able to talk with them and show them that your offer meets their needs on a level that other products and services can’t. When you have a clear understanding of what they need, want, and how your offer fits into that, you’re able to write out a script that you can use on LinkedIn, Facebook, and anywhere else you’re reaching out to people.
Here are the 4 categories that you can use to explain how to help your clients:
- How do you help them make money?
- How do you help them save money?
- How do you help them save time?
- How do you help them save their sanity or improve their life?
Your offer may not fit into all 4, but try to answer at least 2-3 of the questions above if possible. Answering these questions will give you fantastic selling points to use in your marketing.
Depending on how you meet your prospects, you may only have 30-60 seconds to describe what you do, so the more specific you are, the more likely you are to connect with them and turn them into buyers.
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