Who is your ideal client?

Many times when a person decides to start a business, they never think about their ideal clients. I mean really think about them and write out the characteristics of them. You tend to focus on starting a facebook page, having a pretty logo and starting to sell. And when you have done all of this and then get no sales, there is a huge uproar. One of the reasons, (and by no means is this the only reason) you are getting no sales is because you are trying to sell to EVERYBODY even though everybody does not need or want what you are selling. You have this false belief that your product/service is so great that everybody will rush to purchase. This is so false and actually many business close after 1 year in business not because their product/service was horrible but simply because they did not take the time to fine tune who they wanted to serve.

What is an ideal client?

An ideal client is that person who needs what you have. They do not question your price and they are seeking out a solution for a problem and they know you can solve their problem. Your ideal client is a sweetheart and sometimes called a soul mate client because they understand and appreciate your product or service. They also recommend you to others and give you glowing testimonials all the time. Sometimes they do not even realise they need you until they have used your product/service but once they do there is no turning back. An ideal client buys from you over and over and over again! Sounds perfect right?

But why is it important to find them?

Once you know who your ideal client is, it is sooo much easier to share value and sell everyday. They want to soak up the information that you are sharing. Knowing your ideal client means you speak directly to a person who wants to buy from you. They know, like and trust you and they become your brand ambassadors. Knowing them also means that you save time, money and resources. It also means that your marketing and sales efforts are more focused and fine tuned so you can sell more and work less (almost ideal!)

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But where do I find them?

This is the part where the ball drops. You have to go looking for them. You have to ask around. You have to look at the people who have bought from you before or who are buying similar products and services to yours. You have to pay close attention to what people are saying and consuming in the industry. Most coaches and marketing gurus will give you a simple exercise to complete which speaks specifically to the demographic of your ideal client. For example,

  1. Are they married, single, divorced or widowed?
  2. Are they male or female?
  3. Do they have children and how many?
  4. What is their household income?
  5. What is their disposable income?

These questions really tackle the basic information about your client. And they are important because a single woman spends money differently and her priorities are different to a married woman with 3 children. You have to identify these basic qualities so you can understand what is important to them and why they buy.

In addition, you look at where they live, where they spend their time both online and offline, the brands they follow and the people who they consider influencers. Why? Because you need to be wherever they are everyday!

But a great sales person needs to know about the emotional parts of their clients. What makes them tick? What keeps them up at night? What can’t they live without? How do you find these answers? You simply ask people who have bought from you; who have expressed interest in your product or service or who you know need what you have to offer!

What do I do when I find them?

When you have narrowed down exactly who needs you and how they need you then you start to share value. You pay close attention to the language they use when they are speaking about the problem they are experiencing. You talk directly to them about their problems using the exact words they use (psychology of selling!) and share how you can help them sleep better at night. Give value everyday and ask for the sale.

Where do I start?

Start by writing it out. Get it out of your head and write out the exact features of your ideal clients until you have created a persona that you can actually visualize. It helps to also give your ideal client avatar a name. But remember, you can also have more than 1 ideal client based on where they are in your buyers journey. So keep plotting away until you narrow down exactly who they are and how you are helping them. In a previous post- Stop Living in a Ghost Town I shared some useful tips about how to engage your ideal clients consistently.

And if you still need help, then contact me for a FREE 30 minute consultation and let’s get to work identifying your ideal client.






How to get more clients to use your services/products

So you have started your business and you expect that clients will be knocking at your door begging for your product or service…but sadly it doesn’t happen. Here are a few helpful tips that will help you get more clients:

  1. Get Social

Meaning, use social media to your advantage. Set up a Facebook page, a linkedin profile and a website. And if you are into retail an Instagram and pinterest page will work wonders. Post often and post great content. This will build trust and will encourage people to come back for more.

  1. Get Out and Socialize

After you have set up your social space, it is time for you to socialize. Go to networking events, go to different functions. Browse the local newspapers to see what’s going on around the country and get moving. Remember to walk with your business card!

  1. Talk about your business

Every chance you get, try to talk about your business. Not just about what you do, but listen to people and then share with them how you can help them. Remember, it’s about the client! Try to talk to at least 3 new people every day about your business and how it can help them or provide them with a service.

  1. Know what your business is about

Simply meaning, on social media and when you socialize, you should be able to sum up your business in 1 to 2 sentences. Anything longer than that and you are babbling and your potential client has lost interest. My business can help you with ___________________________________.  Know what your business is about and practice saying it so that you know when an opportunity presents itself.

  1. Follow up

One way to lose a potential client is not to follow up. Either via email or telephone call. When you network or attend any social event, sure you are sharing your business card but chances are you also collected some cards and these persons may have been interested in your service. Drop them an email or telephone call extending the invitation to talk more about how you can help each other. Follow up and then follow through.

  1. Ask for referrals

Ask for referrals from family, from friends, from acquaintances. Ask people you know to refer your services and when you snag that new client ask them to refer you to at least 5 new people who they think can benefit from your services. Ask you just may receive.

Still have questions about how to get more clients to your business? Feel free to ask me questions in the comments section or drop me an email at mkgdynamics@gmail.com