So how do we go about finding our ideal client?

I know the answer to that question!

Over the last 30 years…

I've been involved in the helping industry, helping people like me and you – coaches, consultants, speakers, trainers, mentors, accountants.

Here's an expression I wrote…

And this is as a starting point about finding our ideal client.

“If you want a bigger payment then you better solve a bigger problem.”

And it's this idea I use in order to find the sort of clients I can help, because I can solve their big problems.

So how do we find out what our client’s problems are?

Here’s a number of ways…

#1

We can ask our current clients, what were the problems they had, particularly in their own words so we get that ‘voice of customer’ information.

What were the problems they had that made them want to use our services or products in the first place.

#2

We can do surveys both with those current clients, and in the marketplace.

#3

Using our own knowledge experience and expertise.

We can start to think about the possible problems our potential clients have.

So, having established the problems, we can then engage in content marketing and create marketing messages focusing on that problem, and also stating we have a solution.

For example…

Having created my avatar diagram detailing the type of problems my clients face, such as:

Running out of time before they get enough money.

(This is because they are charging, what I would consider to be too low a fee for the value they deliver)

Or they're working all the time, because they haven't created informational products and they're only ever swapping time for money.

We’re looking for the driver of a particular problem, and for me the driver of most of the problems my clients face comes down to one word.

Significance

When we look at the various outcomes people get from our interventions with them

Yes, we can help them earn more money.
Yes, we can g help them improve their reputation.
Yes, we help them free up more time.

You know what I mean by that…

Because they're making more money, they get more choice, but really all of that can be wrapped up in one package called ‘significance’

So, we've identified what that problem is, now we need to put that out in the marketplace.

However…

Rather than just putting that out, what we need to do then is to indicate that we have a very clear solution to the problem.

And when people know they have a problem, what they're looking for is a step-by-step solution that gets them the answers, the outcomes, the benefits they are looking for.

To do that we need to be really crystal clear about our explanation of our solution.

And when we do that, and particularly when we do it in a niche marketplace, then we create for ourselves the positioning of being the ‘go-to person’ to solve that particular problem or to get that particular outcome.

And it all starts with identification of the problem our ideal client has.

Because those two things go hand in hand - ideal client with a specific problem, and the fact we can solve that for them

So back to the expression…

“If you want a bigger payment then let's solve a bigger problem.”

I'm sure all of this makes some sense and you can take this away and use it

I wish you every success in all your adventures in life

Peter
Peter Thomson

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