How do you get your ideal clients?
You start with what you have, not what you want.
See, the common mistake is thinking, ‘I want that type of client,’ and making a big strategic pivot to pursue them.
When the much more practical, much more effective way to approach it is to start with the best client you currently have.
And you ask yourself, “How do I get another just like them, except a little closer to my ideal?”
All the time, consultants stake out their dream client and fantasize about what they might do or say to attract them.
And it almost never works, because there’s no reason for that dream client to have ever heard of them, let alone to find them credible.
It’s too big a leap, too large a credibility gap to bridge.
But if you start from the other side, from what you already have, you can use your current best clients as a path, a bridge toward the next best.
One step at a time, as you pursue your ideal.
So who’s your current best client?
They’re a client who:
- Receives your core service offering
- Is financially profitable
- And is emotionally profitable
A big client that only receives a tertiary service doesn’t count. A fun client that doesn’t pay the bills doesn’t count. A profitable client you kind of hate working with doesn’t count.
Identify a great client who loves what you do, pays a profitable price, and makes you want to keep working with them.
And then create a strategy for getting one more client like them, but a little bit closer to the ideal. Maybe they’re a bit bigger, a bit closer to your target industry, a bit farther away geographically.
Get their attention, and then help them feel comfortable getting closer.
That’s how you get your ideal clients.
Not by thinking about what you want, but by recognizing what you have.
Kelford Inc. are content marketers for expert advisors. If you’re struggling with what to say and where to say it to attract your ideal clients, we’ll show you the way.