How Your Ideal Client Can Help You More Than You Ever Imagined
I used to struggle because I had a lot of borderline clients. Some had difficulty paying my fee, some were constantly rescheduling their appointments and still others wouldn’t follow through on their commitments.
Fortunately, I did have some excellent clients. One was an ideal client. He understood the value of my services and understood he was making a lot more money by investing in me. He was energetic, positive and fun to work with.
Boy, I wished I had a ton of clients like him. At the time I didn’t realize that it was possible to clone him. I could fill my practice with ideal clients just like him.
Then I hired a coach. She opened my eyes and I finally began to fill my practice with many ideal clients.
Here’s how to clone your ideal client.
The secret is all in your ideal client’s profile. There are five secret ingredients (besides the usual age, gender, occupation, employment status and investable assets) you need to pay attention to.
Here’s the kind of ideal client who’ll fill your practice with more ideal clients:
- Easy to find
- Easy to contact
- Willing to talk to you
- Wanting a specific financial service that you can provide
- Describes specifically what that financial services is
Apply this test your current niche. Do you know how to get in touch with a hundred of them right now? Will they talk with you and have they told you what specific financial services they want and are willing to buy? Obviously, it’s no use specializing in a niche, no matter how lucrative, if you can’t find them.
Then craft a core marketing message that speaks specifically to your niche and offers them exactly what they want. Have you crafted such a message? What is it?
Researchers have shown the first thing that seekers want to know when looking for any service is: Does this service apply to me? That’s why effective marketing messages begins with who you help.
The biggest mistake most advisors make is claiming their services are for anyone and everyone. When a seeker sees the service is for everyone, he doesn’t think you’re anyone special. You’re just another commodity.
But if the seeker happens to be a retired executive of Dell computers and your marketing message says: “We help retired Dell executives” that retired Dell executive thinks you’re special. He assumes you have special expertise around his issues.
Who do you think this executive is going to be attracted to more, the advisor who serves anyone, or the advisor who serves Dell executives?
Think about yourself.
Which message has the strongest appeal for you?
“I help small business owners get more revenue.” Or “I help independent financial advisors get more revenue.”
I’ve seen one client who skyrocketed his sales 147% in just four months simply by answering that one question—Who is your ideal client?
I invite you to explore your ideal client(s) and let me know what you discover. I promise to answer your questions.
Feel free to reply to any of my emails with your questions.
Be the best you can with Stan the Mann
P. S. Like this blog? Please pass it along to your advisor friends.
P.P.S. If you’re not already a subscriber, get more money-making ideas like this delivered straight to your inbox.
And get my special guide “How to Get High Net Worth Clients.” Just click here: