Yesterday, I shared a new method for profiling your IDEAL clients called the Empathy Map. I've run through it now for each of my IDEAL client types using conversations I've had with prospects and clients in the past and I came up with several pages of new insights.
And I'd already spent dozens of hours thinking about these people before.
So why is this so important?
Why do I spend so much time on it in my own business?
Why is it the first focus of my work with my consulting clients?
BECAUSE THERE's NO MORE IMPORTANT INFORMATION IN YOUR BUSINESS!
The understanding you gain about what to sell, how to sell, when to sell…and who to sell to…hold the key to your business success.
Clients will tell me in the first meeting or two that they've run this promotion or that in the past and they got no results…
…a big fat goose egg.
And 100% of the time the problem is quickly traced back to the fact that they didn't really understand their IDEAL client.
Heck, most of the time they didn't even have an ideal client…they simply sold to anyone with a heartbeat and a wallet (preferably full).
And in short order, they are amazed at how effortless attracting great clients becomes when we really understand their IDEAL client and how she thinks, how she perceives her world, who influences her and how she feels.
If you're not where you want to be this is the shortest path to get there.
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