We’ve talked quite a bit about the importance of understanding who you can delight when it comes to looking for new customers — finding those sweet spot customers and turn them into your best marketing tool.
Rather than trying to be something for everyone — the smartest businesses understand that they’re the perfect solution for a certain subset of potential customers — and those are the prospects they should target and pursue with a vengeance.
To help you understand this idea and create a plan, we’ve put together this list of questions. Go through each one with your team — and by the end, you’ll have a clear idea of who to target and how to gain and maintain their interest during your buying process.
How many new clients would it take for you to have a killer year?
Who are your favorite clients? What about them puts them on that list?
If you could replicate one client – and have a bunch of them – who would you replicate?
What traits/characteristics would all of those cloned clients have?
What kinds of information, help, tools etc. would those clones most value?
If you were on a scavenger hunt and I said you needed to find 10 people who closely resembled your sweet spot client – where would you look?
How would you get their attention? What do they need?
How would you stay under their nose/in touch in a valuable/helpful way? List 10 ways.
How could you help them today in a way other than giving them financial counsel?
If you couldn’t talk to them directly – who is your Kevin Bacon and could connect you?
And don’t forget your existing customers, who are your best source of new revenue:
What can you do to re-connect with your existing clients 2 – 4 times a year that has nothing to do with the work you do together?