Following up on your session this week. 

What was...

(a) The big takeaways you got from the session this week and

(b) The actions steps that you will be implementing before your next call.

Introduction

Please complete the following;

Name:

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Area of Expert Advice 

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Date:

Activity 1: Building Your Client Avatar

The Outcome in Session 1 was  knowing who you are and what you are all about. This is just the beginning.

From there, we now get to work on defining and knowing your perfect Client. Defining your perfect Client is just as important as defining who you are.

If you think about it logically, you can’t sell to someone you don’t know. If you can define your perfect Client as early as possible, it will help you gain clarity rather than slowly moving along trying to figure it all out as you go.

Defining your Clients enables you not just to sell to them properly, but also to figure out what and why they’re going to buy.

I have found the easiest way to identify your perfect Client is to build what’s called your ‘Client Avatar’.

I have found the best way is to switch off a little from defining what you have to offer and start asking yourself some clear questions about the type of people you want to serve.

You have got to understand what their story is, and you want that story to be as detailed as possible.

Personally, I find the more specific you are about your perfect Client, the better.

For example with my Young Entrepreneurs Academy, my perfect Client is.......A parent, 41 years old and a member of the Generation Y. He/she has been married for 13 years and has two children - one son 14 years and one daughter 16 years. The family live in a mid-size city. Both of the parents work and earn between them $135,000 per year. The wife works part time and picks up the kids from school every day and is looking to develop a part time online business. She is currently doing free consulting in the evenings and on weekends to get experience and exposure.

In the area below please start building a description of your perfect ‘Client Avatar’.

To help you, here are some questions I use as follows;

·        What’s their background?

·        What are they up to right now?

·        What situations are they currently in?

·        How old are they?

·        Where do they live?

·        Are they married or are they single?

·        Do they have kids?

·        What are they struggling with right now?

·        What age group are they in: Baby Boomers, Millennials?

·        How much money do they make every year?

·        What’s their disposable income?

Activity 2 is about understanding where your perfect Client is on their journey and the importance of your Client's motivations

The best way to market and sell today is to first establish yourself as someone that people can ‘know’, ‘like’ and ‘trust’.

Then build rapport with your community and solidify their trust in you. It will then be time to actually understand what your community want, so you can create the perfect product or service for them.

Once you understand what your Clients are struggling with, you can start to provide solutions to those problems. This is at the very core of being an entrepreneur. You’re a problem solver. And the more you know about your Clients situations, their problems the better.

Once you start diving a little deeper into your ‘Perfect Client’s’ life you understand what they are all about. You get to know what motivates them. You understand their struggles a little bit more. Different people struggle with different things at different points in their lives. Not only that – people have different levels of income and savings at different times in their lives which will influence whether or not they can afford to pay for your product or services.

You need to know where people are in life, just as much as you need to know who they are.

In the area below begin to design a picture of where your perfect Client is in their life.

To help you get started here are some questions I use as follows;

·        Are they working full time?

·        Are they wanting to escape the 9-5 rat race and become an entrepreneur?

·        Have they developed a side hustle and come home from their 9-5 job to work for two hours in the basement or in their spare bedroom on building their blog or teaching people how to X,Y, Z?

·        If they are working on a side project, how long have they been doing that?

·        Are they sick and tired of their job and want to break free and work on their side hustle 100 percent of the time?

·        Does Monday morning come around and they’re dragging their feet to the office?

·        Are they already a full-time entrepreneur?  Do they already have their own business?

·        Are they making money?

·        Are they in debt?

Activity 3 is about figuring out how you can help your perfect Client

You now know who your perfect Client is and where they are in their life journey. It then comes down to how you can help them

.

By defining your perfect Client in this much detail it gives you a precise idea of where their pain points are. Understanding what they are struggling with will enable you to solve those problems. If you solve people’s problems well and do it in a trust worthy manner with a good price point attached to it, people will pay you for helping them out based on your experience

It then becomes a way of figuring how you can help your Clients and having a plan and strategy written down to do this is really important

So you know what your perfect Client is struggling with, but what is holding them back from a solution?

I often use the example of someone who’s running a business and feeling overwhelmed by their workload. They are trying to do too much all the time by themselves. We know the solution to that problem is to hire people who can come in and help relieve some of the pressure. But what are the pain points that have led the business owner to do everything himself in the first place?

Well, number one, the owner could be the problem. Sometimes owners can’t get over themselves and understand that there might be people out there who could do particular tasks better than they can. They just don’t want to admit it. So that could be a possible pain point. Another might be that the owner has had a bad experience in the past hiring people. The owner maybe hired the wrong people, they didn’t work out, and the whole process wasted time and money.

Once you identify the pain points, you can address the overall struggle that your customer is experiencing and present solutions

List below how you will do the following;

·        Identify your Clients problems and pain points and how you will address their overall struggle they are experiencing

·        Define the solution(s)

·        Understand what is holding your Client back from a solution

·        Plan how to present the solutions that you will provide.

·        Define the experience and outcome your solution will provide and how your Client will transformed