When you identify who is most likely to purchase your products and services it simplifies everything else. It provides clarity and makes it so much easier to avoid the shiny distraction. It's a non-negotiable step one.
This isn't about demographics, it's about people. Use this 5-step process and get ultra-clear on your WHO.
1. Be brave and go tiny
This feels counterintuitive but it works. Who truly values what you offer? To whom do you provide a specific solution to their problem? Let go of who you could help and concentrate on those you absolutely can help. This insures you can create messaging that resonates, keeping your costs and marketing resources reasonable. You'll also be more likely to work with people who are eager for solutions and less price sensitive.
2. Bring the value
The best way to reach your core audience and create paying clients is to over-deliver. Make it part of your process. Identify how you can solve the problem and take it one step further. Value is from the perspective of your client so give them an easy way to provide feedback.The best way to reach your core audience and create paying clients is to over-deliver. Make it part of your process. Identify how you can solve the problem and take it one step further. Value is from the perspective of your client… Click To Tweet
3. Test, tweak and test again
If you're new to this, find a trial group of clients and test your processes and effectiveness. What's working? What surprised you? How can you improve? A great way to do this is by joining a professional organization where your target clients are members. This insures access to your audience without expensive advertising.
4. View your marketing from your customer's point of view
This step makes things so much simpler. We often feel like we must be on every social media platform; using all types of techniques. The truth is that you will be able to reach 80% of your market by using just 2-3 marketing strategies. What a relief! You don't have to do all the things “they” tell you that you should. Be selective and own the space that serves your market best.
5. Create connections Find others who serve the same audience.
Research competitors and pay attention to complementary industries as well. Is there a way to partner to reach more of your clients? How can you use industry trends to your advantage? Using original, true-to-you-and-your-audience marketing strategies is important. When you can marry that with a trending event, seasonal promotion or a shift in your industry, finding clients will be easier than ever.
I say this a lot but it's still worth repeating one more time. Once you have the WHO part of the equation solved the rest is so much easier!
Please feel free to email me with questions or schedule an appointment to talk with me.
Here's to your next 5 (and the next 5 and the next 5) new clients!