Getting hyper-specific about your ideal client is not easy
But it is super important if you want to sell your consulting offer like hot cakes!
if prospects can see that you have worked with their type before ….
If they can taste the results you achieve for clients just like them...
If they perceive that this process is contained within a certain time frame …
And if they can track results predictably over a few steps or milestones ...
If they can see what these milestones are and what these entail at a high level …
If they can see themselves walking that road and getting those results,
Then they begin to feel that you have a highly tailored offer just for them…..
Even if in fact your offer helps hundreds or thousands of other people….
The specifications of your offer make them feel like you GET them …
People want to work with experts who have done it before and have the shirt to prove it.
Who would you rather have consult you on the strange lump on your leg? A world class specialist in leglumps or the GP or nurse in the emergency department?
The specialist right!??
Because you know they are best to give you the diagnosis you need.
If you are very specific about who you help and how it’s easier for them to justify an investment of money and or time with you
If prospects are unclear about any of these, you will get replies such as ‘let me think about it’ or ‘let me get back to you.’
You might think your market does not have the budget right now
Or you might seek more leads or try paid ads or SEO instead
But simply getting CRYSTAL clear on WHO you help and HOW you help them and using this in your messaging and content strategy will radically shift the responses you get
I learned a great strategy recently and it is simply to create a big spreadsheet of all your past clients, listing the problems they had and the results you have created for them.
Pick out patterns among them according to the best results you created [and worse results].
This becomes your story, the narrative you tell your prospects, the messaging of your offer, the copy of your website and social media and VSL
This makes outreach smoother, selling smoother and helps create more happy clients.