Find the ideal customer who instantly sees the value in what you offer!
You want to find the person who is happy to hand over their money to you every time. You don’t want the customer who takes 3 months to make their decision, only to then come back and complain, and ask for their money back.
You want to focus on the person who thinks, “Wow, this is exactly what I wanted!”
These are the customers who are excited to be involved, they appreciate the content and continue to interact with you after they’ve made the purchase. They give you feedback and help you to make it even better. They will be the customers who tell their friends and are excited when you bring out another product.
These are the customers that are happy to go on the journey with you and when they tell their friends, it becomes like free advertising. That is why we want to visualise our perfect customer and organise the experience around that.
Sometimes we doubt ourselves, wondering,
“Is anybody going to like what I’m offering?”
If you find yourself in a mindset where you feel you are only reaching customers who don’t want what you are offering, or who want you to drop the price far too low, then you need to step back and reconsider some aspect of your strategy.
Because when you find that right person and you offer exactly what they’re looking for, they are going to be willing to part with their money for it. People value things that they pay for, so you don’t want to be underselling yourself.
Not surprisingly, you just need to be able to communicate the value of what you’re doing and what you’re offering, that is what is going to get them across the line. The price almost becomes irrelevant at a certain point.
Although it might seem a bit silly, it can really help to give your perfect customer a name, or even create three of them with three different names. So when you are creating content, you can try to imagine sitting at a table with these three perfect customers, explaining directly to them.
They might all have slightly different characteristics, but there will be a theme that ties them together. You really want to go into detail with these perfect customers that you are creating.
You need to give them an age and demographic, a location where they live, an income bracket and what they do for a living, what their family status is, how many kids they’ve got.
You want to get a really clear picture and you can even go so far as to think of their hair colour, their eye colour, etc. and just keep going until you feel like you’ve really hit upon the image where you’re like “This is the person!”
Go into their psychology as well. Think about their hopes, dreams and fears. What’s holding them back or stopping them?
What is the problem that they need solved? You are the one that’s going to be solving it!
How is what you’re offering, going to solve that problem? This is the key point of how to make that connection with your customers and show them that value.
Once you’ve got this clear picture, you can also have a bit of a think about what channel is going to be the best to reach them on.
Are they more likely to be on Instagram, Facebook or Linked In or are you going to be cold calling them or shooting out emails?
Build that platform up to reach your perfect customer.
Find images on the Internet, pop them up on your mood board – “this is who I am, and this is who I am focused on bringing in.”
“They’ve got the money, and they want my product!”, your subconscious will start to guide every tiny decision towards that outcome, manifesting them into being.