Obviously, there can be hundreds of different reasons why a prospect might not buy your product or service. Perhaps they don’t see or understand the value, maybe its price, maybe their spouse is opposed to it, or maybe they just don’t like you. The list can go on and on.
But one thing I know for sure. People don’t hire you because they understand you. They hire you because they feelunderstood by you. In other words, your prospect may know everything about your product and service, all the features you offer, even the benefits. But if they don’t feel like you understand their needs, their struggles, their pain, they will not hire you.
Knowing who your ideal client is, how they would describe their struggles and challenges, (in their language) is so important for you to understand.
Here are some things to learn about your ideal client, so they feel understood by you:
Where do they congregate? What do they read? Where do they network? What personal clubs or professional associations do they belong to? Who do they do business with on a regular basis? What are their issues? What do they need most right now?
Knowing the answers to these questions will help give you the insight into your ideal client andhelp you know more about them at a deeper level. And the more you understand who your ideal client is…really know them, the more understood they will feel by you.
One way to get to know your clients on a deeper level is to interview your ideal clients. Make sure these are the clients that you just LOVE. Ask them the questions I mentioned in the above paragraph. What else would you like to know about them? Get curious about who they are and make sure you take careful notes on their answers. Write down verbatim what they share with you. You can then take their answers (in their language) and use them in your marketing materials to attract even more ideal clients.
Because when you have marketing messages that are in your ideal client’s language, coupled with your understanding of who they are, together these become the linchpin that will bring cash into your business!
Mandy works with talented, bright, high energy self employed professionals and very small businesses who struggle to market their business effectively, stretch their capacity and play a bigger game. And who would like to overcome their fear of sales, change their mindset, increase their self-confidence, and create a step-by-step strategy for taking their business to the next level. Mandy’s client’s receive proven, specific information on what they need to do to get more clients and grow their business. As a result, those who coach with Mandy increase their business, get more clients and make more money, faster and easier than they ever would have on their own. Mandy offers one-on-one coaching and consulting, as well as facilitates workshops and teleclasses and speaks on a variety of topics.
Get a copy of her free Cd “7 Productivity Secrets of Successful Entrepreneurs” at www.mandyschumaker.com. Or contact her at 207-653-6977