Every business should be able to shout out about who their ideal clients or customer avatars are…yes you do have more than one.
We’ve all done the exercise. Writing down who will buy our products and how our products and services will help this one special person. What do you mean you haven’t? How do you know who to market your business too? You think everyone is your potential client? Move along nicely… for you, there’s nothing more to read here.
You determine who will buy your products and services. what specific products and services they need, and then create a client avatar. By creating an ideal client avatar or buyer persona, you start to understand your prospective customer better, and then when you start blogging, you write to this person, much in the same way as you talk to them offline, and in all of your other marketing materials.
This vision of your ideal client impacts upon everything you do, including pricing (you can’t charge a single mum as much as you can the CEO of a FTSE 100 company), pain points differ (mum probably has fewer shareholders, with different priorities like “what time is our dinner, and no we don’t want fish fingers again“), and it even impacts upon the colour of your logo.
When putting together your ideal client avatar you’ll spend a few hours considering things such as their:
Your answers to these questions form the basis of your client avatar. You can even write up a nice little story about your ideal client. You give her a name, a couple of kids, a husband who just doesn’t get it, and maybe some debt, maybe the pressures of raising a family, oh, and a mortgage. You know quite a bit about her and her feelings, or at least, you should do, after all, you created her!
But you would be wrong, and if you stop there, you may be missing a huge piece of the puzzle—and losing out on the best clients because of it. Here are 4 things that impact upon the client avatar and stop you attracting the right customers.
I’m told that being authentically yourself means you’ll attract people just like you. I don’t think so. Are you really your own ideal client? When you are yourself, you may attract people similar to you, but you also have to remember a flame attracts moths as well as those seeking warmth.
What would a client base compiled of people just like you feel like? Is it a harmonious blend or do you prefer to work with people resonating on a different frequency? What if they’re a blue sky thinker and visual (most people are) and you’re tactile and respond kinesthetically…
There’s only one of you and one of them, and to say you are the same (but 5 years ago) with the same feelings, thoughts and experiences won’t help either or you. Times change, technology changes and circumstances change.
You 5 years ago isn’t your ideal customer and you’re losing business in huge amounts if you think it is!
Here’s something that’s rarely considered in the ideal customer conversation and it’s the most intriguing part: personality.
If you’re snarky, sarcastic, fun-loving and loud, then a quiet, middle-aged mother who spends her time volunteering at the church is probably not a good fit for you. Sure, she might need your help, and she might love your products and buy all your books, but for one-on-one coaching, this match is a hurricane-style disaster just waiting to happen. Either she will be uncomfortable with your methods, or you’ll be miserable trying to reign in your natural enthusiasm.
Better to pass this lovely person on to a coach who is a better fit for her personality-wise. Don’t want to do this? Ideal clients are human beings, they can sense when something isn’t quite right and it’s usually a personality issue. They may think you don’t “get” them, or the time isn’t right for them, and you shouldn’t force this issue. Telling them they’re not investing in themselves isn’t ethical or decent, it’s a cheap tactic designed to make you richer and the prospect poorer – let them explore their feelings and understand them.
If the person ticks all your ideal client boxes and you decide to work with them because you need their money, well you’re not really serving your business or them. An ideal client avatar is there to help you grow your business and help it thrive, not hoover up cash from the people it can’t help.
I decline more customers than I accept, some I’d love to work with, but I can’t determine their motive, while others I understand their motives but I don’t help people in that specific industry, for various reasons. I pass on a lot of potential clients to coaches more suited to them and their needs. I have discovery calls where the person talking just needs to be heard, and I just listen. There’s no push, and often being heard is the most powerful gift you can give to someone. You might not wish to behave in this way, you may wish to push-push-push because the sky is the limit but this will burn you out, and burn out your audience.
Drive can be difficult to calculate from the start, but once you recognise it (or the lack of drive) it’s worth paying attention to. The client without the drive to succeed will—more often than not—only end up frustrating you both. You’ll go all medieval by tearing your hair out. I know, because when first starting out, I attracted a lot of people who admired my drive and determination. They believed by working with me, they’d increase their drive, that I’d magically rub off on them somehow.
Better to end your relationship as soon as you see the signs of this than to waste your time going over the same material and exercises again and again with someone who simply won’t do the work, or heaven forbid, think they don’t need to do the work because another person (insert the name of any big name guru here) doesn’t do this! Or say they can’t do the work as they’re too busy. You’re not a therapist, pass them along, you’ll have to fire them at some point in the future if you don’t.
Listening matters. It’s all about what’s said and what’s not said.
People tell me they want to be happy, they want more freedom, they want to help more people, when you listen to whats behind these statements there is alot more going on than just these very bold declarations of desires. Often (not always) this translates into ‘I’m frustrated with my work’ or ‘I feel trapped doing something that isn’t inspiring ‘ or even ‘I need to earn more money’.
I frequently hear people say a certain group of people are their ideal customer, because the group is for women because they’re in a certain geographic boundary and it’s simply not the case. There’s more too it than the broad strokes.
Listening deeply truly does mean going into it with open ears and closing off pre determined judgements, your ideal clients are telling you whats going on but are you hearing it?
It’s never been enough, and unless you’re a generic business owner, digging deep and uncovering your dream clients is exactly what you need to do so that you can create customer avatars that grow your business.
P.S want to know how I can help you create the perfect client avatars? Take a look here
Kevin Arrow is the CEO of the Online Visibility Academy where ethical entrepreneurs can train in digital marketing skills
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