Wouldn’t your business be better if you could have more ideal clients?

One key to achieving any goal is to gain clarity.  The clearer the goal, the easier it is to achieve since you are not shooting in the dark.   I have touched upon this in a previous post but I thought it would be good add to the conversation.

1. Describe your ideal client.  Age, sex, income, marital status, type of music they listen to, movies they see, magazines they read, TV shows they watch, region of country, etc.  Try to fill out as much information about them as you can.  Look at your ideal clients that you have now.  Describe them.  Put them into a spreadsheet.  Look for patterns.

2. What business are you in?  What business are you really in?  You may sell software but the business that you are really in is helping businesses organize their information so that they can do their jobs better.  Or you may own a restaurant but the business that you are really in is creating amazing experiences for your clients on the special occasions of their lives.

3. What are the features of your product or service?  List out all the features to your products and services.  Features are things that your product or service has or does.  Maybe your product or service has X number of gigabytes, fewer calories, 100% organic, geniune leather, made in the USA, built with reinforced material, 20% lighter, 80% faster, etc.  List out as much as you can.  Put this in spreadsheet form as well.  You can then use this list as a comparison tool versus your competitors.

4. What are the benefits of your product or service?  How does your product or service help your ideal client?  List out as many benefits as possible.  These are the things people receive when using your product or service.  Maybe you help people save time, lose weight, make people happy, preserve memories, help people make more money, help save money, etc.

5. Why do your ideal clients love your product or service?  Or what about your product or service are your ideal clients passionate about?  If you can find the core reasons why your ideal clients love your product or service than you can emphasize that more in your marketing.  You can increase the amount and frequency of that reason in your delivery of your product or service.  Even small percentage gains can lead to compounded effects.

6. What is your unique selling proposition (USP)?  The USP demonstrates how you differentiate your business from competitors.  It can be a way to persuade clients to work with you instead of your competitors.  Domino’s Pizza old USP was so powerful people still remember it today:  “Get fresh, hot pizza delivered to your door in 30 minutes or less—or it’s free.”  This compelled a lot of people to order pizza from Domino’s even though it doesn’t mention anything about the pizza being delicious or even good.  What could be your USP?  Does it emphasize your benefits and/or features?  Does it focus on why your ideal clients love your product or service

The clearer you can answer these questions, the more easily you will find your ideal clients.  You will see patterns and places to find your ideal clients.  You can focus your efforts to get your message to your ideal clients.  You will get more ideal clients.

If we can help you clarify these questions or help spread your marketing message.  Please let us know.