There’s a huge market of potential clients that desperately need your service, right?
But for whatever reason, they aren’t coming to you in droves like you expected.
I’ve been in this scenario before, and it can wreak some pretty serious emotional (and financial) turmoil. There’s a lot of moving pieces to this marketing puzzle, and you don’t know exactly where you’re going wrong.
You start flooding your mind with questions, such as:
“Did I get my ideal market right?”
“Am I sure that there’s a need for my service?”
“Did I get my offer right?”
“What are my competitors doing that I’m not?”
Relax. You may be a few simple tweaks away from a steady stream of high-paying clients.
Rather than focusing on detailed questions, let’s first make sure that you are nailing some of the marketing fundamentals.
3 Ways You Can Attract More Of The Clients That You Desire
(1) STOP Implementing “Cross Your Fingers” Marketing
When it comes to my potential clients, I don’t hope they come to me. I KNOW they will….Because I make them.
Gone are the days of putting up a website and hoping to get on the 1st page of Google so people can magically stumble upon you. In today’s market, you have to take a bolder, more proactive approach.
You have to deliberately direct them to you. That involves:
- driving qualified traffic through a well-strategized sales funnel.
- building your authority, (through webinars, sales videos, etc.) so that they trust that YOU are the best solution they’ve been searching for.
- creating a continued relationship with your potential clients, (through follow-up emails) so that they only want to work with you. They may not be ready to say ‘yes’ after your first offer. But when they are ready, they’ll be coming back to YOU.
(2) Find Where Your Hungry Buying Audience Is Hanging Out
It’s VITAL to focus your time and energy on the right people in your market.
Just because someone fits into your target market “pool”, doesn’t mean that they are ready to become your client.
So…Who is in your pool of potentials? You’ve got 4 different main crowds…
Group 1: The “I Don’t Even Know That I Have A Problem” People
You’ll have a LOT of work to do before you can sell them a service that solves a problem they don’t even know they have. In my opinion, it’s not worth all the time and energy. Move on.
Group 2: The “I Might Have a Problem, But It’s Not Bad Enough Yet” People
These are the lukewarm “tire-kickers” that just aren’t motivated enough yet to invest a lot of time or money into your solution. (No worries, either their problem will solve itself, or it’ll eventually get bad enough for them to get off the fence and do something about it).
Group 3: The “I’m Searching For a Solution” People
This crowd knows they have a problem, and they’re starting to do their due diligence to get it solved.
They are googling solutions online. They are comparing different options. They are educating themselves via books, webinars, podcasts, etc…
Your job is to focus on 2 areas with this crowd: Value, and Transformation.
Group 4: The “I Need You to Come Rescue Me NOW!” People
These guys have a major freaking problem, and they’re drowning in it. They know they need help. They know they can’t wait. They want it solved yesterday.
They just need you to offer them a lifeline.
Find out where the Group 3 & Group 4 people are – THIS is your Hungry Buying Audience.
What are they Googling? What else have they tried already?
Which sites are they going to for help?
THAT’s where you need to be.
(3) Become the Rolls Royce of Your Industry
Are you offering the same tired service that everyone else in your industry is offering?
The fastest way to differentiate is by positioning yourself as the BEST, most complete, most PREMIUM solution to their problems.
While everyone else is bottoming out their prices…you RAISE yours.
While the others are turning themselves into commodities…you deploy marketing so powerful that your audience knows that working with you is PRICELESS.
Let me ask you this…
You have a premium service, right? You’re not the same as the “other guy”. Don’t allow yourself to get lost in that sea of service providers.
Dare to be different from your competitors!
Take a unique approach. Package it up differently. Make a truly bad-ass, bold promise or guarantee that they can’t ignore.
Get people talking about you.
Be the eye-catching Rolls Royce in your industry that turns heads.Share