… Coffee Conversations with Your Ideal Clients

Here’s a sure-fire money maker.

And, a way to understand exactly what makes you unique, the value you deliver, and why your Ideal Clients choose to do business with you.

Done right, when done as a system, this power strategy generates referrals, uncovers additional leads, prospects, and potential clients, and unleashes a flood gate of glowing client testimonials.

Once you’ve identified who your Ideal Clients are, pick up the phone, call, and get together with them. You want to pick the brains of those clients that you identified as Ideal and affluent.

Invite them to coffee or lunch individually or as a small group. Explain your straight-forward request to pick their brains about your business and your marketing. Conduct a small focus group interview.  You’ll get valuable information, and as a bonus, more than likely receive a couple referrals, or additional business that they’d like you to do for them.  Most people, regardless of their stature, are flattered and pleased when asked for their opinions and advice and don’t mind being asked to help.

Here’s your sample script:

You are my Ideal Client and frankly you’re more affluent, more concerned with quality of service than the cheapest rate, or the lowest price, and are more sophisticated than the majority of my clients.  In fact, if I could have 10, 20, 50 more clients just like you, I’d be the happiest guy on Earth. So I want to pick your brains to help me.

I’d like to talk about three key things:

• What is it about my business that attracted you, and what was most important to you?
• If you were in my shoes and wanted to mount a concerted effort to find and attract more clients like you, how would you go about it?
• What can I do to motivate you to work with me, to endorse me, to help reach out to people in your sphere of influence?

Here are some additional questions to ask these clients:

• When you approached me for guidance and input, what did you expect to occur?
• What kinds of issues did you have that I needed to solve for you?
• What would you say is my special gift or talent?
• What would you say to someone else in describing what to expect from me?
• In a word or two, how would you expect to feel following an interaction with me?
• What’s your sense of how I might be excluding potential client opportunities?
• Why might someone not choose to purchase my product or service?
• What measures could I take to create more opportunities, and establish a stronger identity and image in your mind?

Picking the brains of your clients will help you learn what you stand for.  You’ll discover your promise in the marketplace— not in your words, but in the words of your clients. They’ll tell you the difference you make and the value you bring to your chosen client market audience.

Based upon what your clients say about you will lead you to determine the core of your marketing message… Your Winning Difference.  Your core marketing message will answer this question:

Why should I buy from you as opposed to all my other options… including doing nothing?

You’re in business because you want to provide your unique value to people in how you differ from all people in your field.

Without a Winning Difference, your message in the marketplace—- the reason for your prospects to buy is no good reason other than… because you need the money.

Does Your Winning Difference:

•    Come from your client’s point of view?
•    Provide real benefits, not processes?
•    Emphasize your specific claims?
•    Identify your best clients?
•    Sound like you?
•    Tell the truth?
•    Say something positive?
•    Push emotional buttons?
•    Make people say: “Wow…  how do you do that?”?

Take notes and carefully record and pay close attention to the words and phrases that your Ideal Clients use in answer to these questions.  You’ll want to capture these and play them back in your future marketing messages to attract more of these Ideal Clients to you.

What’s your Winning Difference?

Photo Credit: Flickr

More on Ideal Client Marketing Strategies and Tactics:

• Want More Ideal Clients? Five Simple Steps (successful-blog.com)
• Online Visibility Tip – How to Find Where Your Ideal Clients Hang Out (biztipsblog.com)
• What Makes You Different? (myventurepad.com)
• Start Off Your New Year With an Ideal Project Profile (freelanceswitch.com)
• Six Online Visibility Tips from Successful Internet Marketers (biztipsblog.com)
• Why Your Company Needs a Social Media Marketing System in 2010 (outsourcemiracle.com)

 

 

 

 

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