small business

Three Ways to Magnetize Your Ideal Client

Plan for success | Tania Dakka“I need bios for my social media. Are you available? Go ahead and invoice me.” “I need a post. Are you available?”

“I need my site copy overhauled with some of your flair. Can you do it now?”

It’s that easy.

When you work with your ideal clients, they come to you waiting for the invoice so they can go ahead and pay you to get started on their project. Sounds unrealistic, doesn’t it?

It’s not.

When you work with people who love you and your style, they come to you ready to work, not ready to haggle and waste time. That’s just what happens when they want to hire you! And when you deliver, it’s roses and caviar, baby!

If you don’t have coaching clients lined up or projects in the waiting, then you haven’t attracted your ideal clients yet. No worries, though! You can.

And you will.

There are three things you need to know to magnetize them.

Your Style

I’m a hard hitter, not a “woo-woo” writer. So people that dig on me are not people that are easily taken in by “mystical love language”. Hey, I ADORE you, but I believe in tough love ;).

So what’s your style? Who’s going to love you? Who already loves you? How do your styles jive? What do they love about you?

Your Offering

You have to know your product inside and out. Yes, I know you know your craft, silly. But you need to know all the solutions your craft offers your clients.

Is it a better life? A better career? A better way to communicate with their own clients? No holding back when you nail these because you need to dig up all the benefits that your offering represents to all your potential clients.

Your Ideal Client: Wants, Desires, and Fears

Your ideal client needs you. It’s your job to make their dreams come true. Before we jump off the deep end, let’s not get crazy! Luckily the dreams they want you to realize for them aren’t dreams of grandeur. They’re dreams of a better way to communicate. Of a better way to run a business. Of a life less complicated. Whatever you can give them.

But you can’t fulfill those desires if you aren’t acutely aware of what they are.

So if you’re not planning on joining us at my party on Friday, then you’ll miss some easy to use tools that’ll help you identify those desires (among other things) and satisfy them.

Don’t know your ideal client yet? Or you do, but you don’t know how to uncover their needs?

Join me, Jon Mehlman of Hubspot, Shameer Shah of Business Banter, and Kristy Oustalet of The Creative Coach for a rockin’ time learning about your ideal client and how to play spy games to win :) Party starts at 10am EST on Google+!

Be sure to register through Eventbrite because even if you can’t make it live, I’ll still send you the tools to your inbox when the light’s have gone out. And, you’re going to LOVE these tools!

Thanks for reading! See you there!

T <3

PS Here’s the full lowdown of what registrants for the party walk away with:

  • 6 categories of shoppers
  • Their characteristics so you can identify your ideal’s best one and start offering him goodies that align with his goals
  • Where and how to find said characteristics so you don’t have to rely solely on awkward interviews
  • A tool to help you collect and organize your ideal’s mental info
  • A checklist to help keep your products stay in line with ideal’s goals so they actually want to buy them (the Product Architect)

Get over to Eventbrite to register and start making your life easier by dealing only with clients that love and adore you!

Grow into the Big Leauges

grow into the big leaguesFreelancers, solopreneurs, and most small businesses start in the little leagues, running leaner than lean and barely getting by, much less growing to the big leagues. It’s all that time and money allow, right? Bootstrapping business means running on as little expense as possible. And it’s how many people get sucked into these small biz mindsets. It’s easier to trade your time for money in the beginning. But, if you’re like me, that little taste of power, taste of pride, will leave you breathless for more. More than freelancing can ever give you. More than solopreneurship will ever provide.

But if you want that power, pride, and peace of knowing you own your own, you have to grow past the “little” thinking that keeps you in the little league. That means being scrappy: Planning. Scheming. Following through! on those plans.

Strikes one and two

Time and money are the lead strikes against small biz. Owners are busy trying to do it all because they think that’s all they can do. But, there are ways to grow past these self-imposed limitations.

For cashflow: Start an IndieGoGo campaign. Save your dollars. Pool your resources with others. Get backing from investors. Sell crap you don’t need. Change your diet and stop eating out. Cut out the weekly night at the movies. Stop buying lottery tickets. Get a raise a work. Get a better job that will earn you more money (if you have to work a 9-5 + trying to start a biz). There are loads of ways you can get the cash you need to up your game.

And time?: Get your ass out of the bed. Period. I’m up before 4am every morning. Because that’s my biz time. Everyone is still asleep. The world is silent (except for Killswitch Engage screaming in my ear) and I have peace to get stuff done. If you can’t get up early, then stay up late. Stay away from the TV. Shut down everything online and stick to your plan. (The Strict Workflow Timer is great for slapping your hand when you venture into sites you’re not supposed to during its Pomodoro time set up).

Step up to the plate

When it’s your turn at bat, you’ll have to swing for the fence. No holds barred. Because you can’t run a Badass’d biz walking the bases. [Tweet me :)]

Swinging for home runs means thinking like the Babe, not a pinch hitter just trying to get to first base. What do your clients need that you can expand on and grow with? For example, Ash Ambirge over at the Middle Finger Project has teamed up with a lawyer and created the Small Business Bodyguard. BOOM! Did you know you needed a lawyer? Would you start a brick and mortar biz without the proper legal education? Exactly.

She saw a need and expanded on it. No. Not really. She BLEW IT UP and created something we all know we need, but didn’t want to have to deal with. Then, she made it accessible for everyone.

GRAND SLAM, baby!

What do your clients need that you can explode like that?

Making It a Grand Slam

Sit down. Develop your idea. Then, think about who else you can bring on board to really make an impact for your customers. That’s when you’ll make your mark. That’s when the sparks will fly for your fans.

Do you need a team of designers? Do you need someone to develop an app? Do you need a VA to do the things you don't have time to do? Once you lay your plan,  the gaps will stare you in the face - that's where you need help. Get it so you can grow.

Discipline

It not only takes an idea. It takes discipline. It takes working through the fear that it won’t be good enough. It takes working through the nights when you’d rather be watching movies. It takes taking the little steps that seem so tedious and laborious each day and just fucking doing them.

Those little steps are killers. They seem small and insignificant, but without them you can’t get anywhere. And self-doubt? OMG don’t even go there. Your brain will tell you everything you do is not good enough. Don’t listen. Period.

Park your ass in the chair and get it done. Without discipline, you'll advance the bases, but it'll only be one walk at a time.

Round the bases like a BOSS and get out of the little leagues.

What's stopping you from making it to the big leagues?

Sell Without Selling (or Feeling Sleazy)

Badass'd Biz SellSelling sucks, doesn’t it? It feels yucky, right? And you’re sick of waking in pools of sweat from selling nightmares because you hate pitching yourself to people.

But, you’ve got to suck it up. There’s no way around it. Not if you want to stay in biz.

The good news is there’s a way to sell without feeling scummy – and it’s suuuuper easy. Well, once you get used to it, at least.

Steep Yourself in Knowledge

Know what you’re selling.

Not the product, but the emotions it represents. Once you understand how you or your service helps  your customers and how that makes users’ lives better, you can convey that without flinching.

Be clear on what your solution offers your prospects.

You're Selling Emotions

If you have a bamboo floor vase to sell, then understand  it’s much more than a vase. It’s a vessel. A vessel for calm and tranquility. A vessel for happiness. A vessel for luxury. And these are all really important factors to your IDEAL buyer.

Not to everyone, mind you.

Me? Put a bamboo vase on my floor and the futbol ball will splinter it in a matter of minutes. (What? Yes, we play futbol in the house. Doesn’t everyone?)

So, I’m not the one you’re selling to, and my emotions don’t matter.

Your Jane is your ideal buyer and she does. She wants a home that epitomizes luxe and she’s looking for your vase for the empty corner in her dining room. That void in her design that represents her incompleteness.

But, you have to know Jane to know that. You have to understand her wants, her desires, her deepest emotions. Because when you can connect with her, you don’t have to sell to her. But she’ll still buy anyway.

Because she’s not buying what you’re selling, as much as she’s buying the emotions that you well up in her when she reads about your vase or when she connects with you on a different level.

That’s the next step.  Convey your understanding of her emotions.

Help Her

You have the vase that's going to fill that void in her design. Now, you have to let her know how your vase is going to help her. And blasting her with push marketing via email isn’t helping her. Shouting how wonderful your products are isn’t helping her.

Answering her questions in social media is helpful. Asking her what design questions she has and answering them is helpful. Sending her email content that she needs to transform her home into her dream luxury retreat is helpful. Give Jane everything, all the answers she's looking for.

So, get to know Jane, over a Grand Latte or like this. Walk in her shoes. Learn what she likes and doesn’t like. Uncover what she believes in. Dig into her soul by reading what she reads, listening to what she listens to, etc. And you'll uncover how you can help her make her dreams come true.

Because when you help her, she’ll buy from you. You’ve invested in her and she’ll reciprocate that investment – that’s not my rule, that’s the Rule of Reciprocity.

And when you “sell” like this, you’ll attract buyers exactly like Jane and you'll minimize having to sell more than you need to.

What do you find hardest about selling your services to your customers? Let me know in the comments!

Have an amazing week!

TD

xoxo

PS Want to learn how to fix your words on your site so they help sell you better? Sign up and get your own Copy Thermometer to understand the 7 copy mistakes many small businesses make and fix them.