I know I’m guilty of it, and perhaps you are, too. You’re excited to meet with a new prospect. The meeting goes…well, fine. Not great. Just fine. You feel a disconnect but you want and need the business. You have goals to meet!
So, you do everything your internal sales manager tells you to do. You create a proposal. You follow up. You push a little harder than you usually push. And, voilà! You get the contract.
But in your heart (your heart is the only place where your internal sales manager shouldn’t venture) you know this new customer is going to cause you a lot of grief. What I mean by grief could be all or a combination of the following:
- Project Creep
- Product Returns
- Communication Snags
- Don’t Get Paid On Time
- Less Than Desirable Outcomes
- Negative Online Reviews
The kind of business grief that costs your company money – in time, in resources, and in future business. Not to mention adding your therapist or coaching bills into the mix!
I’m savvy enough to know there isn’t a magic bullet to keep negative, ambition-killing, business grief crap from affecting you and your company. But, listen to me: I’ve discovered a formula that reduces business grief 100% of the time. Yes, 100% of the time!
It’s being totally, completely, precisely, clear about your ideal customer. When you are totally clear about your ideal customer you instantly create an emotional connection, in just a few brilliantly chosen words. Words that articulate what is powerful, different, and magical about what your company does. The words fall trippingly off your tongue and show up in all your marketing.
Wouldn’t you love to be able to say “No” (or “I know a company that is well-aligned with what you need.”) when you’re confronted with a not-so-ideal customer? Because don’t you want to spend your time saying “Yes!” to people who immediately see value in what you offer and are willing and able to pay you for it?
Imagine being able to spot your idea customer the minute you walk into a room. Imagine instead of business grief, receiving this kind of business joy:
- Getting Paid On Time (sometimes even before your bill is due…this happens to me all the time)
- Tons of Positive Reviews
- Outcomes Your Customers Are Thrilled With
- Referrals, Referrals, Referrals, and more Referrals!
The ideal customer formula works. And if you don’t believe me, here’s what three of my clients have say about how getting totally clear about their ideal customers changed their businesses:
“Working with Betsy is the smartest investment you could make to turn your marketing efforts into profits. Betsy helped me get out of my head and into the heads of my clients to create a message that speaks directly to them and connects with them emotionally and intellectually.”
—Darren Wurz, Wurz Financial Services
“I now have the critical keys to market directly to my most ideal of ideal clients, and then tie it all together in my online and offline marketing. The return on investment from working with [Betsy] is unshakable.”
—Nadine Nicholson, Me Jane
“I would not be where I am in business without the help of Betsy Kent. Her “Ideal Client” model helped me transform my sporadic workflow of random projects into a steady stream of relevant work by targeting new and returning clients who my skills serve best.”
—Sheri McLeod Rose, Precision Copyediting, LLC
So, brave business genius, are you ready to (finally) get totally clear about your ideal customer? Are you ready to open your mouth and touch your ideal customers emotionally, so they want to buy from you? Are you ready to know exactly who your marketing and blogs should be speaking to? Are you ready to make more money – more easily? Are you ready to stop working with customers who are not in a position to pay your fees?
Are you ready to get paid on time?
If you answer yes to any of the above, then, please, please, please reach out to me. Together, we’ll figure out if we’re a good match. And if we are, I promise to inject business joy into your company in 2018!
Let’s chat about how to build wealth through knowing your ideal customers. Make an appt. with me by clicking here.
Thanks for reading!