Me: “So who is your ideal client?”
Other person: “Everyone!”
Argghhh…
I can’t tell you how often I get this response at networking events. And, it could be further from the truth. Not everyone who is a living, breathing person is your ideal client.
Did you know that more than 90% of people you meet at a networking event will NEVER become your client? I know…shocking! Now, I’m not suggesting that you stop going to networking events because the good news is that you can turn that 90% into your evangelists (people who like you who spread the word about you for nothing)!
So, back to your ideal client. Are you too making this marketing faux pas?
Well, you are not alone!
I want you to know today that you do not need everyone who has a pulse to be your client. Because that just makes you sound desperate. What you really need to be focusing on is who needs what you have.
In order to figure out who needs what you have you only need to do one thing. Yep, just this…
Listen.
“To be interesting, be interested.
Ask questions that other person will enjoy answering.
Encourage them to talk about themselves and their accomplishments.”
-Dale Carnegie
Try some of these easy tricks!
- Repeat, summarize and look for their message
- Body language, make eye contact and smile
- Mirror their expressions
- Focus on them, not you
- Nodding, leaning forward
- Ask probing questions
- Don’t Interrupt or judge
Find out what their pain is?
People buy based on emotion…if you can listen well enough to read between the lines and hear their story, you’ll know exactly who your ideal client is!
Now, go try it!
Being a good listener is a skill that everyone should learn to master (business or no business). Do you have any other great tips you’d like to share?
Hey Tina,
Great post! Its true – Making the distinction between who can become a client and who’ll spread the word like wildfire (and who’ll do both lol) is so very important when targeting your audience.
I find what helps is creating your ideal client. What do they look like? what are they wearing? marrital status, male/female, kids or not? what kind of business, do they drink coffee or tea etc etc. It sounds silly, but the exercise really works
Once you know everything you need to know about your ideal client, you can easily pin-point them in a crowd, thus targetting your efforts to connecting with those people.
More great ideas on the types of things to look for! Thanks so much for your input Angele!
Loved this article!!! So true. Casting a large, wide net often times yields nothing.
Best to really id & focus on who is your best & most likely client!!
Thanks again
Thanks Debra!