There is this synergistic flow between you, feeling more like a partnership than a business-client relationship. YES!
When that happens to me, I am energized and relaxed at the same time. Sort of like yoga, but without the mind/body awareness or having to work on my core.
Anyway, I just can’t wait to make that kind of connection again.
I want that affirmation that I have done something good with my business for another person…and that they will tell someone else.
“Where are those kind of clients and how do I find them?”
If that’s what you’re thinking, congratulations on being pro-active towards positioning yourself in front of your perfect client.
This begins one of those writertunities, a 15 minute writing exercise that will lead you directly to the person who makes you love what you do.
If it was as easy and instant as a couple of clicks in Google, you wouldn’t get the chance to set yourself apart from the masses. … let’s go!
- Make a circle in the middle of the page.
- Draw seven lines from the circle until it looks like the sunshine you drew in kindergarten.
- Make a bubble at the end of each little line. It should look something like this:
Right now you are probably in awe of my mad drawing skills or you are thinking this looks a lot like mind-mapping–either way you are right.
If you are going to stalk someone, you need a description.
In each of the outer bubbles, write a descriptive word about your perfect client. It’s like stalking, but safer and much more polite.
-Male or female?
-Address (or type of neighborhood)
-Number of Children
-The last one could be ethnicity, hair color, weight; anything that defines them
Drill it down until your client introduces themselves:
To get better aquainted, draw lines coming out from each description and fill more bubbles that relate to your products or offerings:
-Introvert or Extrovert?
-Religious Affiliation and Involvement
-Favorite Restaurants, Dive Bars
-Memberships, Meetings, Volunteer Activities
-Favorite Stores and Items Purchased
Once you’ve given it more thought and put some creativity into writing it up this profile, a name will come to you.
Write that name in the middle circle.
Are you feeling like this is a big waste of time and need to get back to your inbox, the stacks and piles on your desk or tweeting about your lunch?
Hang on, it will be worth it when that perfect client walks in your door and refers others just like them.
You’ve gotten this far, now it’s time to put it to use.
As a consumer, you know your favorite station is WII FM (“What’s In It For Me?”)
Your perfect client is no different.
As you really get inside this person’s mind, heart and culture, you will learn:
- How they choose who they will follow or where they will go.
-These are the businesses that you want engage in joint ventures to put you both in a stronger position.
- Why they make the buying decisions they make.
- Fill that need using your USP (Unique Selling Proposition), value, features and benefits.
- What grabs their attention and what distracts them.
-Appeal to their senses through design, convenience and efficiency.
- What keeps a product or service on their mind; enough to refer someone else.
-Never compromise your integrity, always build trust and make them feel good.
Even if none of this resonates with you, this one is crucial:
Everyone is not your perfect client.
If you try to be everything to everybody, it garbles your message. And I don’t know of anyone who is attracted to adding more confusion to their lives.
If someone wants the lowest price possible, they would turn their back on a service provider who is going to take care of every detail and wrap it in a pretty bow. And if they expect high quality, super fast service is not going to draw them in.
Confidently stay true to your mission and standards so your perfect client will recognize you when they see or hear from you.
After all, you know all about them and can call them by name!