According to many teachers, the very first baby step in creating an online business is to “define your ideal client“. I usually start people with defining their “unique selling proposition” (USP) which is essentially that “secret sauce” that makes you different from all the other people who do what you do.
Lately though, I’m beginning to think that starting with “ideal client” and “USP” is really starting at step 2. I think people get confused about defining an ideal client – when they haven’t really spent the time to define their unique slant on the problem they are solving. Usually, that’s because they haven’t really identified the problem they are solving.
Here are three keys to finding your magic problem – so you can go on to figure out who you are solving the problem for (ideal client) and how you can solve it better than anyone else (unique selling proposition)
Here’s your first key to finding the magic problem:
It must be something you love, are passionate about and believe in.
This is a lesson that I’ve learned the hard way over the years. I’ve started businesses “just for the money” without really believing I was helping anyone and I’ve started businesses because I found a problem and passionately wanted to solve it. I made more money in the passion-based businesses every time. I started Decisive Minds because I kept seeing businesses in my local area fail – I knew that I could help them. I am absolutely passionate about the potential everyone has to share their gifts as a small business owner. That belief drives me to keep investing in myself, keep learning so I can share with you.
People like to do business with people they know, like and trust. Your prospects can tell if you are “in” to what you are selling. If you are building trust and relationships comes much easier.
The second key follows immediately from the first…
The second key is that you must actually use what you are teaching/selling. Your prospects are going to be looking at your website for an example of what their business might look like when they are successful. This is why people hire coaches – so they can use their coaches own business systems to create something successful for themselves. YOU are your own best testimonial.
The things that I teach in my classes and coaching programs are things that have worked for me personally. (If you want a step-by-step template on how I built my business to 6 figures in less than a year – you can get that here. )
This also applies to affiliate marketing – to maintain credibility with your audience – only promote products you use (i.e. you should not recommend Infusionsoft to your clients if you have never used it) or have used (clients need different products based on where they are in their business). Your clients can tell right away if are are just promoting to promote – and they’ll stop trusting you.
And, here’s your final key…
You need to have a long term vision and plan for business. A lot of my clients before they start coaching with me are very haphazard with their business. They are all over the place and therefore don’t make progress. Getting traction in your market takes time. Many “overnight successes” have been the result of months or even years of someone carefully working a long term plan. They are not random. Want to take a peek at my plan? I’m holding an exciting event in February, where I will be raising $10,000 for St. Jude’s Children’s Hospital – and revealing my entire sales system to you for a very small donation. We are still putting the final touches on the sales page – but save the date. 2/21. Stay tuned for more details.
Let’s help each other… post your ideal client below… 🙂