Realtors, who do you want to be referred to.
Who is your ideal client.
One of the most important things you need to know is having a clear idea but what type of client you want to attract to yourself. Most businesses up to, and only two criteria for new clients – a heartbeat and a wallet.
In their marketing, networking and referral approach reflect this lack of clarity.
The problem with this approach is that prospects don't pay attention to messages that aren't "for them". And broad messages aimed at everyone meeting our two criteria are general and vague. They're not for any prospect, there for all prospects. We speak to everyone, he speak to no one.
The good news is that the problem is easy to fix. Simply choose your ideal client is. The bad news – you have to choose one.
That's a stunning block for most businesses. And, to be truthful, it is what holds majority of small businesses back. They never choose, so they operate without focus, and focus is necessary for rapid progress. I think I understand why is difficult for businesspeople to get this kind of laser focus, it's not that choosing is hard.
Talk to any business owner and the tell you who their best clients are and tell you how great it would be if all the clients are like the best clients. But they don't choose to focus either because they don't know they can, or often, because they're afraid to say to the universe that there are some business they don't want. Yet, real and rapid progress predictably comes when you focus on attracting your ideal client.
Yes, that means you must choose your ideal client and focus your marketing and referral energy towards attracting the type of client. It does not mean that you've got to turn away clients that want to pay you, but don't fit the profile. It doesn't mean that you are limited to that one type of ideal client forever.
When does mean is that your client attraction is focused only on attracting ideal clients. If others come and you want to accommodate them, by all means do so. He also means that if you want to be effective, target one type of client to begin with.
Enjoy the painting.
Russell McRae,
Paintings start at only $200 and arrive matted, framed, nestled in our handmade packaging, with a thank you card ready to present to your clients.
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This is from the book Giftology by John Ruhlin,I highly recommend this book.
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