Generate Leads by Identifying ‘Who’

When we look at the six keys to connection created by Michael Port in the Book Yourself Solid System, we see that there are six keys to connections. They are

  • Who
  • What
  • Where
  • When
  • Why
  • How

Today I will be talking about Who. So, who is your ideal client and why do you need to know them? It’s very important that you know and understand who your ideal client is. Knowing who they are will enable you to find out

  • Where they congregate
  • What they read
  • What their interests are
  • Who they know within their field
  • What they need

Knowing who your ideal client is will enable you to connect directly with them for the following very important reasons:

  • It will be easier to let them know of your services which you have created to specifically cater to them to meet their needs.
  • You will have the opportunity to create a great relationship with your prospects and your clients by connecting with them emotionally.
  • Your clients will feel that you truly know and understand their compelling needs & desires and that you are there to help them.

Identifying who your ideal clients are will enable you to focus your lead generation so that you can work with clients you are meant to serve. You will do your best work with them because they energize and inspire you to do your best work. As a result, they will be talking about you to their friends and acquaintances. This will enable you to become a big fish in a small pond where you lead generation activities will pay off in a big way.

If you’re not fully clear of who your ideal clients are, it’s difficult to create a sales cycle. If you are marketing and chasing after every prospect and opportunity you will be unable to make a strong connection with anyone. In order to create a revenue generating sales cycle, your lead generation must be done in such a way as to keep your potential client in mind.

Who are my ideal clients?

When I first started my business, I had to get very clear about who my ideal clients were. They fall into each of these categories:

  • Women coaches who have training but don’t have a marketing strategy in place because they hate marketing and selling.
  • Women between 35-60 years.
  • Mompreneur coaches juggling business and personal/family life.
  • Women coaches looking for some way to leverage their skills within their business so that they can increase sales by creating brand building information products.
  • Women who’ve left the work force to start a coaching business to pursue their higher calling.

Think about who your ideal clients are?

Take a moment to ponder

  • Who is your ideal client?
  • What are their compelling needs & desires?
  • How can you help them?

Understanding who your ideal client is the first step to lead generation while maintaining a healthy relationship with your clients and creating a relationship with your prospects. As you engage more with your target market, you will get to know their compelling desires and their emotional needs as well as the products and services they are looking for to make their lives easier. Once you identify your target market and ideal clients, it’s time to start showing up where they are.

This article was inspired by insights derived from the Book Yourself Solid system.  More tools can be found at Book Yourself Solid or here.


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