If You Don’t Currently Work With Your Ideal Client, Become A Detective And Do Some Fact Finding

When it comes to your business, I really want you to stop serving anyone and everyone that comes your way

Yes, that’s right. Does this sound counterintuitive and counterproductive when it comes to Client Attraction? It isn’t. It’s actually at the core of it, believe it or not, and one of the single hardest things for my clients to embrace in the beginning of our work together, but they soon see that it becomes the source of outstanding Client Attraction results when applied to their practice.

You’ve got to figure out who is your ideal client and how can you best serve them?

There are several things that universally constitute an ideal client:

- Those you really enjoy working with
- Those who need your help, badly
- Those who recognize that working with you is essential
- Those who can easily be identified and contacted
- Those that will happily pay what you’re worth, without negotiating
- Those who will get great results from working with you (and write testimonials to prove it)
- Those who will tell others about you and refer other clients over and over again

Now, be honest with me. Don’t you want a practice FULL of these types of people? (Trust me, it’s a lot more fun and it’s not difficult to get.) To get a practice filled with these types of people, you need to stop marketing to anyone and everyone and start targeting a specific target audience.

Here’s how:

Become a detective and go on a fact-finding exercise of that industry/client type. Choose your ideal client; find someone you know who fits the profile, preferably someone “connected” to lots of others in that particular industry. Ask them for coffee or lunch (your treat) and tell them that you want to ask them questions.

During that time, interview them on their particular struggles, needs, issues and challenges as they relate to you helping them. Feel free to do this with more than one person from that particular area of expertise. You can even ask each of these people if they know others who fit their profile (remember, birds of a feather flock together)

You’ll get the skinny on how to approach this new type of client or industry, what their hot buttons are and how to position yourself in the future to attract that type of client effortlessly.

You’ll be able to position yourself as a problem solver for that industry or client type. And best of all, they may just come on board or have a referral for you! Two birds, one stone.

Your Client Attraction Assignment:

Go through your database and flag all those people you know that fit your ideal client profile. Invite them to have a conversation with you about their situation. Feel free to offer them something in exchange if that feels better for you.

If you can’t seem to unearth ANYONE you already know from your network who fits your ideal client profile, ask your network if they know anyone who fits the bill and ask permission to contact them. Then do that.

You’ll find that this will be one of the very best focus groups you can implement (and at no cost to you in most cases!)