Three Key Questions for Attracting Your Ideal Clients

Three Key Questions For Attracting Your Ideal Clients
by David Steele

Attracting your ideal clients is integral to building your ideal practice.

Your ideal practice is a unique blend of who you are as a person and professional, and the people you most want to work with that are attracted to you.

Once you have a strong sense of yourself as a person and professional, and have enough experience serving the people you have attracted, you can use this information to target and attract the clients you want to work with. Believe it or not, you won’t want to work with ALL of the people attracted to you!

Just like you intimately know your best friends and family, your goal must be to intimately know the people you want to work with. Your ideal clients are the ones in which there is a strong mutual resonance/attraction. You can't change it or "make" it happen... all you can do is try to discover what attracts them to you and from *knowing* them (being able to get inside them) figure out what they want and how to effectively reach them.

Armed with this intimate knowledge, I have found the following three questions useful to continually ask myself to attract and serve my ideal clients:

1. What do they really, really want?

This question helps me get inside their skin to focus my marketing and tailor my services/products for them. There is something powerful for me about using the words “really, really” that stimulates my creativity.

2. What can I do MORE of to attract MORE of them?

How can I be MORE of who I am, do MORE of what is working for me, SHOW UP in more and larger ways?

3. How can I serve them EVEN BETTER?

Only by knowing my clients really well can I get creative and figure out how to best serve them. Market research can only go so far. Our clients can rarely tell us what they really want and need deep down, because "you don't know what you don't know." I always assume I can be doing EVEN BETTER, and in striving to do so I grow personally and professionally.

I ask myself these questions frequently, which stimulates my creativity, gets me out of my ego, and often leads me to places I never thought of going.

EXAMPLE

For example, recently I was thinking of our new Practice Building Intensive group and asking myself these questions, and came up with an idea for a monthly tele-seminar series.

Nobody asked for it. We get accolades for our PBI and all the support we provide participants, so why do anything differently? If it's not broke, why fix it?

Well, when Ken and I discussed this idea, it seemed to provide a missing link with multiple benefits for us and our clients:

• A vehicle to cover topics more in-depth that come up frequently in the PBI
• For internal marketing to build our relationship with our existing prospects and clients
• To stimulate word of mouth and generate new prospects
• To create another product and member benefit (by archiving them)
• To leverage our time (cover a topic once, and the audio will then always be available)

Ken and I have so much fun working together, presenting together, serving our PBI community together, and folks seem to enjoy our co-presenting, this is a way we can do MORE of what is working!

This suggests a synchronicity; a synergy between you and your clients- you hold them close and take good care of them, and they will be more attracted to you and help you build a successful business in ways you couldn't possibly have predicted or planned from the beginning... it's a wonderful on-going process/dance.

The beauty of using these questions is that you are targeting your IDEAL clients, that you WANT to work with, which causes you to build your IDEAL PRACTICE!