If you’re on the hunt for potential clients and you can’t find them, you’re probably looking in the wrong places. Which sounds glib, but is actually pretty true.
You need to understand who your customer is.
What do they want? Why do they want it? What is it worth to them? And why would they choose you over anyone else?
How do you figure this stuff out?
Look back over your existing customer list – what patterns are there amongst them? Give a couple a call and ask them why they choose you over the competition.
Once you know these things, you can then start searching for them.
Where do they hang out? Both online and offline.
Is it on Facebook or Instagram? LinkedIn? Is there a subreddit for them or maybe a website with a discussion forum?
Do they go to networking events? Is there a user group? Or evening classes?
Next, you need to go and meet them. Either online or in person. Ask them questions. Find out what makes them tick. Learn to use the same words and phrases as them.
Because, you need answers to these questions:
- Who are they?
- What do they want?
- Why do they want it?
- What’s it worth to them?
- How do they describe it?
- Why would they choose to buy from you?
And once you have those answers, you can use their language to mirror back at them and they will sense that you understand their need and they will be happy to talk to you to find out more.
Take action: Who is your ideal customer?
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