In today’s podcast, I’m going to show you how to identify your ideal client and how to go about winning them!
This is something I spend a lot of time discussing with my coaching clients because so many of us (myself included) have wasted a lot of time and money attracting the wrong types of clients.
I’m going to be giving you loads of practical advice so if you can, grab a pen and paper and make some notes because you can start implementing a lot of this information from today.
[1:19] Today is the final day for enrolment to my 12-Week Agency Accelerator Mastermind Programme! I was so excited when recording this I actually forgot what year it was (it’s 2020 not 2019 at the time of recording! If you’re serious about growing your agency in a profitable & sustainable way, this is for you. If you’re listening to this podcast in the future (are there flying cars yet?!), keep an eye out for future programmes by signing up to my mailing list.
*EDIT – Due to the current global climate, I have extended the deadline until the 8th April at 7pm.
[2:00] Can you relate to this typical scenario I’ve seen happen so many times before? An email pings and it’s an enquiry from someone interested in your services, you’re excited so you agree to a meeting but when you turn up, they are not a good fit and it turns out you’ve completely wasted your time!
[5:52] Get clear on your target niche - do not try to be a generalist and please everyone. It won’t work! Download my ebook on defining your niche - where I go into this topic in a lot more detail.
[7:51] Define your ideal target customer - what is their job? What are their pain points? Where do they go for information etc? Learn as much as possible about your ideal target customer and your life will become so much easier.
[9:04] Target the easy wins and work on your ‘know, like & trust’ sales funnel
[12:16] Education based marketing should not involve you using your time! – Do not waste your time educating an unsuitable prospect when you could have spent that time putting that info into a useful free ebook to share with potential clients for years. Let your prospects educate and qualify themselves using your online content!
[14:12] Ask each prospect some non-negotiable questions – what questions MUST be answered before your prospect moves to the next stage of the sales funnel? Make sure they answer these before moving forward.
[15:47] Make sure you and your prospect both go to the meeting with the same agenda – you can do this in an email before the meeting takes place to ensure you’re both on the same page.
[18:00] Close the meeting properly – Put an action on you & them and get a date in the diary for the next interaction.
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Thanks so much,
Rob
LINKS
Are you a niche or a generalist - ebook?
How to define your ideal target customer - ebook