Look for Customers Who are Looking for YOU

Have you ever wondered why it’s so difficult to get new paying customers when there are so many people experiencing the exact problems you’re best at solving?

Maybe what you do is so fantastic that you could help everyone. Whether it’s true or not, for a moment, let’s assume that it is.

Even if your product or service could help everyone, there’s some bad news.

Only certain people are willing to be helped by you. Many who have the problem you solve are not yet willing to admit that it’s really a problem. Of those who have acknowledged this problem, only a handful are disturbed enough for the problem to be a priority. And of the handful that are going to do something, only a select few are actively looking for you to help them.

They are your ideal clients.

They know they have the problem you solve. It’s painful enough for them to take action. And they are looking for you.

If they’re looking for you, they’re probably also prepared to pay you for the solutions to their problems.

Who are they? This is the part that most small business owners miss. They don’t clearly define who their ideal clients are.

List everything that you know about them. What types of professions are they in? What age group? Do they represent one gender or both? What are their priorities, values, and beliefs?

Next, determine where you are most likely to find them. Remember, they are actively looking for you. Where are they looking?

Finally, go to where they are looking and start talking about the problem and what their lives will be like when the problem is gone. Don’t lead the conversation talking about your products, services or credentials. Remember that if they’re looking for you they’re in a problem solving mode and that problem is consuming their attention. That’s what they want to talk about. So. . .

Explain their problem better than they can, THEN paint a vivid picture of how wonderful their life without the problem. Once they feel that you understand where they are and where they’re going, they will be very interested in your solution.

This will get you a lot more customers than trying to convince people who don’t even know they have a problem or who aren’t frustrated enough to do something about it.