Have you been wondering how to have people find your business and have them
be the right customers? I'm Marianne DeNovellis with the Six Figure Mastermind
and today, we're going to dive in and find everything you need to know to get the
right people on your doorstep.
Hey, everyone. Marianne DeNovellis here and today, we're talking about how to
attract the perfect clients to your business. The first thing you're going to
need to know is, who are my perfect clients? How do I find the perfect client?
Who is the client that wants what I have to offer and that's how I create all of
my business is centering it around finding my ideal client. So the question
is, how do we do it and who is our ideal client? Now you may be asking yourself,
I've looked for my ideal client and I think you know what, my product is just
here to serve everybody and everyone's going to benefit and I just think the whole
world is my perfect ideal client. I got news for you.. If you think your ideal
client is everybody, then your ideal client is nobody. Sorry, that's the way it
is but here's something I want you to take with that pill.. The more specific
and honed in that you get on your client, the more clients you will find. Seems
counterintuitive, doesn't it? The more specific you get, the more you're going to
have and the more you generalize, the less you're going to get. It almost doesn't
make any sense but here's what I want to share with you, think about it this way,
if you have a specific key phrase that your client is going over again and
again in their mind? Let's take for example that your client wants to go
shopping but they're having a hard time finding the clothes that fit them,
they're going to have this thought in their mind over and over and over again,
"There's nothing out there that fits me. I'm just the wrong size. I hate shopping
I just can't stand it. I don't like to do it." If you know that your client is
having those kinds of thoughts, guess what you can post about when you post
your advertisements or when you're posting online or when you're leveraging
social media for your business, ask these questions, have you ever struggled when
you go clothing shopping? Have you ever felt like nothing fits? Have you ever
been frustrated that the stores never carry your size? Do you see the
connection? When you know what concerns your client has, you can address them
specifically and personally and that way, your ideal client
is directly attracted to what you have to offer. Attracting the perfect client
means being a solutions provider. You are providing solutions for your clients'
dilemmas, problems and needs. Being a solutions provider means you know
exactly what your clients looking for, you know exactly what your client needs
and you know exactly where to find them. Let's break it down,
let's get super specific. In fact, I'm going to ask you to get a sheet of paper
out and we're going to write some things down about your ideal client and we're
going to get super specific because every time you're attracting someone to your
business, you're going to be attracting a specific individual. Okay, so the first
line on this sheet of paper, you're going to write down your client's name. By the way,
did you know that the most important word in any language combined on the
entire planet is one person's name? The most important word, any language, all
over the world, all of the words in any language ever combined, the most
important one is your own name. That's why you want to know the name of your
client. Let's say, for example, that your clients name is Bob. Now what do we
immediately know about this client? Well, we're going to make a safe assumption that
Bob's a guy so we're going to say, "Okay, my ideal client, he's a male, his name is Bob."
So here's another question.. Write this one down.
How old is your client? Now when I'm doing specific trainings with people on
this, they'll oftentimes be tempted to say, "Well my clients between the ages of,
let's say, 25 and 37." or they'll give some kind of other age range for their client.
Can you really be an age range or do you have a specific age? Let's say for
example, our friend Bob, he's 41. Okay, what is Bob do for a living? Well he's a
construction engineer and he works with the constructions company here locally
in the area, he builds homes. I know that about my client so I know where I'm
going to find him. I know I'm going to often see him at the hardware store. I know
I'm going to find him searching online for construction materials and tips and
how-to tricks there. Now I'm curious, how much does Bob make every year? If you're
selling a product or service, Bob's going to want to be able
to afford that so it's really great idea to have an ideal client that fits within
the budget of your product or service, they want to make enough and you will
need to cover that. So let's say Bob makes $76,000 a
year. Now I don't know if construction workers really make that much, I'm just
making numbers up but $76,000 a year would be enough
to fit in one of my programs. Okay, let me ask about Bob's family. Is Bob married?
Is he happily married? Write this in another line on your sheet. Where does Bob work
and is he married and if so, is he happily married, unhappily married or is
he single, happily single or unhappily single. This gives me information because
if I'm looking for Bob and he's single but he's looking for a family, he's
unhappily single, I know more about him because I know he's going to be probably
looking for some dating sites, I know that he's probably going to be searching in
some groups for maybe single bachelors who have different interests, so if I
would look for Bob online, I'd be able to find him likely in a Facebook group that
was about construction workers also in a Facebook group that had to do with
single bachelors. Now I'm asking more about Bob's family. If bob was married,
does he have kids? Maybe he's unmarried and he has kids. How many kids does he
have? How old are those children? Where do they live? Do they live with Bob or do
they live away from Bob? I'm getting super specific on this because now I
need to know where to find Bob. Now I'm going to ask what are the trigger words
that Bob uses when he is searching for something in his world? So let's say in
this instance that Bob is using trigger words like tired, like exhausted, like it
can't keep up. Can you imagine a construction worker in his 40's using
those words so often? Absolutely. That would be a very easy thing for Bob to do.
Now on another line, I'm going to ask what does Bob want? What is he looking for?
Maybe he's looking for companionship, maybe he is looking for a way to retire
himself from his business. He is getting older and he's still working in
construction, maybe he's looking for an exit strategy. What are the things he is
looking for most? Let's say for example that you
offer a program that sells real estate or not even selling real estate but
sells how to do real estate so you can retire quickly from your job. Knowing
that you have a product that gives an answer to Bob for being able to retire
from his job within a 5 to 10 year period and then have all the residual
income he needs, that would be a good fit for Bob because that's exactly what he
is looking for. Finding your ideal client means knowing your ideal client. One of
the things you're going to want to remember as you're looking for your
ideal client is not only is their name the most important word that they can
ever hear from any language whatsoever, the most important topic to any person
on the planet is, you got it, yourself. If Bob is interested in his own life and he
is, then it serves you to be interested in what Bob is interested in, so ask
questions when you have a time to sit and chat with Bob, ask him questions
about his world, be interested in what his likes and hobbies are, take the time
to understand where he's coming from, take the time to sit in his perspective
for a moment and walk a mile in his shoes and understand really what is
going on behind all of these thoughts, understand what he's doing in his spare
time, understand why he does that and take time to really dig deep and get to
know another person. All the while you're doing this, they're going to be digging deep
and getting to know you, it's an immutable interview process. I'm going to
chat with you and see if you're a good fit for my program and they're going to
take time and talk to me and see if I resonate with you at all
and see if what I have as far as the solution goes, matches the problem that
you need solved. So when you're looking for your ideal client, when you're
attracting clients to your business, you need to make sure that you know them and
that you know them well. When you're attracting clients to your business, you
also need to be aware of the four personality types. Generally in the world,
there are people that fit in one of four of these personality types and these
have been around since 600 BC with Hippocrates so these have been proven
methods over and over and over again for kind of assessing what a person is
showing up as as they're behaving. One of these personality types could be
called the visionary. If you know anyone like this, this is anyone who's
distracted by sparkles and glitter and the squirrel syndrome and has so many
ideas rolling around in their head. When you are attracting your ideal client,
your ideal client may be a visionary, maybe one of your ideal clients wants
all of these ideas and has all of these ideas and they need an organizational
system to wrap them all together. Maybe when you're trying to attract that
client, you need to create some pizzazz and your advertising, you need to create
some banners with bright colors to be able to attract that visionary, maybe
some of your ideal clients, they're the healers, they're the healers that want to
connect on a very heart-to-heart level, they're the ones that care a lot about
people, even when there were toughest times, they are the people pleasers that
want just everyone to be happy. So connecting with the healer means
connecting to what their heart wants, connecting to the idea that they're
going to love what you have to offer. Now the third one is called the warrior.
Now the warrior personality type is the one that gets things done. The warrior
personality type is very results driven so if you're talking to the warrior when
you're doing your attraction of your clients and your sales and marketing,
you're going to want to share about the results of what you're sharing, you're
going to want to share the testimonials of other clients and have them share their
experience with you so that the warrior inside knows that they're going to get a
massive result. Now the last personality type,
it's the Oracle. The Oracle loves the blueprint, loves the A to Z and loves the
system, loves the checklists. So if you're marketing to an Oracle and you want them
to know that what you have to offer is valuable, you're going to want to let
them know that you have an A to Z system that solves every problem that they can
come to the table with because it's a proven method. They want the blueprint
for success, they want to know exactly the in's and out's, your Oracles are also
going to be the ones that are asking all of the questions through the FAQ section,
the frequently asked questions section on your blog, your website or your
Facebook, that's where the Oracles. Make sure you have a place where people can
find answers and remember, when you're attracting your ideal client, the best
place to start is being your ideal client, be someone
that you want to hang out with, be someone that if you want your clients to
pay on time, make sure that you're paying your bills on time, make sure that you
are the kind of person that you love to spend time with. When you're attracting
these kinds of ideal clients, you don't go to work anymore because now it's fun
for you. Let's bring all together these techniques and to create one smashin
marketing plan. So now you know what to do to attract the perfect clients to
your business, go out there create immense value and in fact, share some of
that value in the comments below, teach me something. I want to know what
incredible knowledge that you have. Be sure to hit the subscribe button and
join us at one of our events coming up, we look forward to seeing you.