Do you know the 3 steps to grow your business by defining your niche more closely as an independent consultant? You will after reading this article. The more you know exactly who you’re targeting, the sooner you can make those ideal connections.
Clearly defining your ideal client is the most critical early step you can take in developing your consulting practice.
Here are ways to help you do this:
• Look to the past
• Look to the present
• Look to the future
Let’s review each in more detail.
Look to the Past
Who has hired you in the past? What value or benefit did you provide them that they wanted or needed?
In other words,
why did they choose you over someone else who they could easily have called, hired, and maybe who had a lower fee. Why did you get selected for that particular job?
Secondly, what is the demographic of the person who hired you? What is their position and in what industry? How long had they been at this company? You could also look at the psycho-demographics in terms of male/female, age, education, etc.
The clearer you can get about your clients in the past, the more you're going to be able to define who your ideal client is. After examining your past clients it’s time to take a look are your current clients.
Look to the Present
Who currently is hiring you? What connection can you make with the people who have hired you in the past with the people who have hired you today? Are they in similar positions, similar industries, similar income levels?
Look to the Future
Who are the ideal clients you would like to work with?
Perhaps you met someone at a network marketing meeting, luncheon or conference who really seemed to be ideal; their situation, what they talked about, their problems, what they were looking for in terms of service. Perhaps they are similar to who you have been working with today as well as the past.
The key is to look for threads. Look for continuity of connection. That is a very, very powerful way for getting clear in your mind about who your target audience is.
When I meet people at conferences or in luncheons, I look for ones who have similar characteristics. Once identified, they become prospects on my marketing list.
The key here is to be clear on who your ideal client is because you can't be everything to everybody. That's a big, big mistake. Know who your target audience is, how you want to approach them, and what kind of value and service you can bring to them.
Recently, I was reading an article about an Internet marketer who has a thriving business. And what was so amazing is that he does no advertising, no banner ads, and no newspaper ads. When asked why he was so successful, he immediately responded,
"I constantly think about my customers. I'm thinking about them day and night. I'm trying to figure out what their problems are, what their needs are, what they're looking for. The more I can understand what their world is about, the better I can serve them."
If you think about mindset, this is extremely powerful.
Again, look to the past, look to the present, look to the future.
• Who have been your ideal clients?
• Who are my current clients?
• Who are future clients (current prospects)?
If you ask yourself these three questions and closely examine your answers, you will more clearly find clients coming to you like a magnet.
