Today’s question: “I love your concept of client attraction. What is the easiest way to stop chasing clients and start attract more ideal clients?”
While most advisors and entrepreneurs spend the majority of their time chasing their ideal prospects, the secret to an amazing business lies in what I refer to as client attraction.
The 3 step process to attract more ideal clients.
1. Paint the Picture
The first step to creating an amazing business plan is to get crystal clear on your ideal client. You need to paint a picture so vivid that when someone asks “Who’s your ideal client?”, you provide enough detail that the person can actually see your ideal client in their mind.
If you can’t clearly describe who you want to work with, take a blank piece of paper and write down the names of all of your clients and details about them including their age, occupation, faith, hobbies, etc. Next rank them from most favorite to least favorite. Also identify the traits you like about them and any commonalities your clients share.
2. Discover the Insight
Once you are clear on your ideal client, you are ready to conduct research. This includes interviewing individuals who are connected to your ideal client or prospect. Examples include current ideal clients, prospects, centers of influence, and reciprocal referral partners. Once you complete 50-75 interviews, you will have a good idea of the best strategies to attract more ideal clients. Pay close attention to how they want to be contacted, where they met their current advisor, and what prompts them to take action.
3. Deliver on Expectations
Now that you know what your ideal client wants, how they want it, and why they want it, you simply need to deliver it. Advisors who take the time to find out what their ideal client wants, save time and money because they no longer are guessing what they want.
When you paint the picture, discover the insight and then deliver what your prospects and clients want, you can’t help but attract more ideal clients.
It really is that simple.
Originally published on PMA360.com
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