Business Owners: How to Win 30% More Ideal Clients - 3 Steps
By focusing your marketing on the specific services that resonate with your most profitable clients, you can significantly increase your win rate and profitability. - Coach Mike
Are You Casting Too Wide a Net with Your Marketing? Here's How to Attract MORE Ideal Clients and LESS of "The Rest":
Are you working to grow your business but still getting leads that are "less than ideal" or just not a good fit for your company? You’re not alone. Many entrepreneurs fall into the trap of casting a wide net, hoping to catch as many leads as possible.
However, the key to success isn’t about shouting louder than your competitors, right?
A smarter approach is to get really clear on what your ideal client(s) DO want, what they DON'T want, get their attention, and then succinctly market your solution to those pains and desires. Let's explore what that could look like for you.
Step 1: Identify Your Most Profitable Services
Start by clarifying which of your services are most valuable to your ideal clients. For instance, I recently worked with a remodeling client who was struggling to pinpoint his most profitable offerings.
By analyzing recent projects, we discovered that kitchen and bathroom remodels for homes valued between $400,000 and $700,000 yielded the highest client satisfaction AND they were also his most profitable jobs by far.
If you will take a deeper look at your last several projects, you likely identify the niches where you are getting the best results... and likely, the most referrals.
Step 2: Understand What Your Ideal Clients Really Want
Next, dive deep into understanding your clients' core needs and desires. What are the top three qualities or outcomes your ideal clients want?
For my remodeling client, his ideal clients MOST valued responsiveness, a stellar reputation with high reviews, and specialized experience with THEIR type and SIZE of project.
To further understand their wants, he reviewed his notes from the sales process to capture the exact words and phrases his clients used to describe what they wanted: "returns calls", "let's us know what to expect", " sticks to timelines so we can continue to live in our home with some level of peace", "understands the quality expectations for a home like mine", and " multiple recommendations" based on similar projects".
And the last one was the big one: " at the end of the project, did I actually get what I expected?". Gaining this level of insight enabled him to connect on a more personal and impactful level.
What do your ideal clients "say" they want or do not want, if you were to use THEIR exact words?
Step 3: Apply Your Insights to Your Marketing
Based on these insights, my client updated his advertising materials to showcase photos and testimonials from his most successful niche projects. And he MADE sure his marketing messaging used "their words" when possible.
For example, his truck and office signs, and website features banners that say things like: "we return calls", "Kitchen having a mid-life crisis?" or " Bathroom need a facelift" in large letters wherever they advertise. Why? Because it gets the attention of the RIGHT clients and creates a predisposition that you "understand their problem".
His results? A 30% increase in winning ideal client projects within just 60 days and a significant boost in profits.
What questions should YOU be asking in your advertising?
What If You Offer Multiple Services to Different Client Segments?
No problem! The same principles apply. Tailor your marketing message for each segment of your ideal client base. Whether through a unified message or segmented campaigns, speak directly to each group’s unique needs and desires.
But DO heed this advice: modify your message for your #1 service first. Test the new message with one service, and then roll to the NEXT most important service. Rinse and repeat.
Ready to Elevate Your Marketing Strategy?
If you’re ready to stop the guesswork and start growing your ideal customer base by 30% or more, NOW, you don’t have to go it alone. I’m here to help.
Click the link below to set up a Complimentary Marketing Review and we can review your current strategies and explore simple tweaks that can lead to significant growth.
Isn't it time to take the next step towards unlocking your business's full potential?
I look forward to meeting you soon!
Click this link to set up YOUR Complimentary Strategy Call:
https://calendly.com/businesscoachmike/coach-mike-accelerate-your-results-session-youtube
...If you can't find a time that works, shoot a note to me at and we'll find a time that works. My email address is [email protected].
Lastly, if you are want to learn more about HOW I help business owners solve OTHER challenges, visit my website at https://mikecooper.actioncoach.com/ .