How To Define Your Ideal Client!
Last week, I shared with you that the secret to getting your customers coming to you, willing and ready to buy, was to define who your ideal client is.
If you missed that, you can read it here.
As promised, I’m back this week to share with you just how you can define your ideal client and actually have them come to you, ready to buy.
Plus, I have a surprise gift for you at the end of this post so be sure to read till the very end.
Defining your ideal client is key to developing and selling products/services that will speak directly to their needs and desires. Your client will only buy from you if what you have to offer contains the solution to their problem.
So how do you identify who your ideal client is?
Your ideal client is that “person” who finds the perfect solution to his problems or needs in the services or products you provide.
In defining your ideal client, there is some basic information you need to have such as; Gender, Age, Education, Occupation, Income level, etc. This can be categorized as the demography of your ideal client.
You can also drill further down to how your ideal client thinks, feels, what he says, what he does etc. This consists of their Personality, Attitudes, Beliefs, Values, Lifestyle, Interests, etc.
Then you also have the Geography of your ideal client: where do they live, where do they work, their network, etc.
Then finally, find out what their needs/problems/pains are and ask yourself how what you sell is a solution to that need.
When you define your ideal client using all the parameters above, you will come up with what is called a “customer avatar”.
And then, anytime you are talking to potential customers, whether it’s to tell them of new services, discounts, promotions etc, you do so like you are talking to that one person – your customer avatar.
Believe it or not, implementing this one strategy has the potential to transform your business because now, you’re talking directly to your customers, you know who they are, what they think, how they feel and they will see you as a friend and adviser who knows them and cares about them enough to offer them a solution.
Let’s have an example so it’s clearer.
Let’s say you sell used cars for a living and I am your ideal client.
Here is a simple example of what your customer avatar might look like using the parameters I listed above:
“Her name is Mosun, a female business owner, aged 33, Christian, internet marketing savvy, loves traveling, love being with lots of people and going out with friends, income btw N150,000 – N200,000 per month, live at Isolo, spends a lot of time on her computer, has very little time for herself, wants to be able to move around easily and feels a car will help her but does not feel she can afford one now, does not particularly trust used cars as she has had a previous bad experience etc.”
Your job is to take all the information you know about me and use it to sell me on why buying a used car from you is actually the solution to my problem right now.
This is a rough example and I know this might sound quite technical to you but it really is quite simple. And, the more you do it, the better you get at it.
You may be wondering just how you can get all this information?
Simple. ‘Ask’ your already existing clients. Yes. It’s that simple.
Ask them and they will provide you with the details you need. Develop a questionnaire and send it out to them and they will respond. Chances are your potential clients will be a lot like them.
You can also create surveys and encourage your potential clients to describe what they are looking for.
Once this is done, develop a document that aggregates all the answers. The answers would be similar in various ways.
This will give you a clearer picture of your ideal client, it will also show you where and how you can reach them and more importantly, let you know how to get them to come to you, ready to buy.
Hope you found Part 2 of the series helpful. And I’ll be back next week for more.
As promised, since you’re still reading, I have a gift for you. Click here to download a worksheet that can help you develop your own questionnaire for your ideal client.