For me, in identifying and attracting ideal clients, I need people who have the motivation, who have the desire, who have the discipline, and just the willingness to move forward. People who are decisive enough to be able to say, "yes, I want to do this. Let's move forward on it." Because the people who just take forever to make up their minds and who don't respond to calls and all that type of thing? Been there, done that. No longer my ideal situation, or even close.<br /> <br /> <br /> <br /> David: Hi and welcome back. In today's episode, co host Jay McFarland and I will be dealing with the topic of attracting ideal clients. Welcome back, Jay.<br /> <br /> Jay: Hey David, thank you so much. Another great discussion here. If we could all only deal with ideal clients. I think that would be ideal. See what I did there?<br /> <br /> David: I think so too.<br /> <br /> I love the idea of ideal clients. I love the concept of it. And in nearly everything that I do with our clients, I try to keep that the focus. It's not about bringing anyone in who can fog a mirror. It's not about bringing anyone in with a pulse. It's about saying, okay, how do I put together a situation, an environment in which all the very best prospects for my products and services know who I am and know what I do so that they can make a thumbs up or thumbs down decision about whether or not they want to work with me.<br /> <br /> And along the way, can I identify whether this person is my ideal client or something very close to it?<br /> <br /> Jay: Yeah. And part of that process is learning to exclude, right? Not include, but learning to exclude. I think sometimes we, especially when we're first starting out, we think I want to cast the widest net possible.<br /> <br /> And you know, I've learned just the opposite. I want to be as finite as I can be in who I'm trying to attract.<br /> <br /> David: Exactly, because it determines everything. It determines what you're going to say to people, how aggressively you're going to pursue them, how hard you're going to work for them, when and if they decide to do business with you and you decide to do business with them.<br /> <br /> I think sometimes, in these podcasts, we say things like this, and it probably alienates a segment of the market who feels like, "Oh, no, you have to really do more things for customers, and the customer's always right," and all that type of thing. And I'm not saying that that type of thinking is wrong. I'm just saying that that type of thinking creates a different result.<br /> <br /> And if your goal is to attract clients, any clients, then yeah, that can work. But if your goal is to attract ideal clients, the right clients, people who fit with the way that you do business, people who are going to respect you, respect your time, be willing to honor their investments, be willing to reply back to you when you need a response, then.<br /> <br /> The rules become different.<br /> <br /> Jay: Yeah. I've stepped away a long time ago from the customer is always right. I think that in certain industries, like maybe retail, that's more applicable. But so often, I'm like, I can't help you or , this has come to a point where neither of us are being satisfied, so we need to kind of cut ties.<br /> <br /> Like you talked about in the last podcast, being direct and learning how to identify when you should be direct, you're going to help them and you're going to help yourself.<br /> <br /> David: Absolutely. And if you want to do this, if you want to attract the type of clients that resonate best with you and that you resonate with and that are going to result in long term great experiences, the first thing we have to do in that situation is to clearly identify or define what an ideal client means to us.<br /> <br /> And I know for me, their ability and willingness to communicate is really high. And that's one of the things that we also talked about in a recent podcas...

Top Secrets of Marketing & Sales

David Blaise

Identifying and Attracting Ideal Clients

SEP 3, 202413 MIN
Top Secrets of Marketing & Sales

Identifying and Attracting Ideal Clients

SEP 3, 202413 MIN

Description

For me, in identifying and attracting ideal clients, I need people who have the motivation, who have the desire, who have the discipline, and just the willingness to move forward. People who are decisive enough to be able to say, "yes, I want to do this. Let's move forward on it." Because the people who just take forever to make up their minds and who don't respond to calls and all that type of thing? Been there, done that. No longer my ideal situation, or even close. David: Hi and welcome back. In today's episode, co host Jay McFarland and I will be dealing with the topic of attracting ideal clients. Welcome back, Jay. Jay: Hey David, thank you so much. Another great discussion here. If we could all only deal with ideal clients. I think that would be ideal. See what I did there? David: I think so too. I love the idea of ideal clients. I love the concept of it. And in nearly everything that I do with our clients, I try to keep that the focus. It's not about bringing anyone in who can fog a mirror. It's not about bringing anyone in with a pulse. It's about saying, okay, how do I put together a situation, an environment in which all the very best prospects for my products and services know who I am and know what I do so that they can make a thumbs up or thumbs down decision about whether or not they want to work with me. And along the way, can I identify whether this person is my ideal client or something very close to it? Jay: Yeah. And part of that process is learning to exclude, right? Not include, but learning to exclude. I think sometimes we, especially when we're first starting out, we think I want to cast the widest net possible. And you know, I've learned just the opposite. I want to be as finite as I can be in who I'm trying to attract. David: Exactly, because it determines everything. It determines what you're going to say to people, how aggressively you're going to pursue them, how hard you're going to work for them, when and if they decide to do business with you and you decide to do business with them. I think sometimes, in these podcasts, we say things like this, and it probably alienates a segment of the market who feels like, "Oh, no, you have to really do more things for customers, and the customer's always right," and all that type of thing. And I'm not saying that that type of thinking is wrong. I'm just saying that that type of thinking creates a different result. And if your goal is to attract clients, any clients, then yeah, that can work. But if your goal is to attract ideal clients, the right clients, people who fit with the way that you do business, people who are going to respect you, respect your time, be willing to honor their investments, be willing to reply back to you when you need a response, then. The rules become different. Jay: Yeah. I've stepped away a long time ago from the customer is always right. I think that in certain industries, like maybe retail, that's more applicable. But so often, I'm like, I can't help you or , this has come to a point where neither of us are being satisfied, so we need to kind of cut ties. Like you talked about in the last podcast, being direct and learning how to identify when you should be direct, you're going to help them and you're going to help yourself. David: Absolutely. And if you want to do this, if you want to attract the type of clients that resonate best with you and that you resonate with and that are going to result in long term great experiences, the first thing we have to do in that situation is to clearly identify or define what an ideal client means to us. And I know for me, their ability and willingness to communicate is really high. And that's one of the things that we also talked about in a recent podcast. Jay: Yeah, absolutely. And I think that this is one of those things that warrants more of your time than so many other things that you think may be important.