When do you really think you start a business? It is clear that when you really start to have a business is when you have your first client. Maybe you thought it was when you have the idea, or when you have a website, or when you have the tools, or when you make the decision, or when you have already created the products that you are going to sell…Well, no.
You can have many ideas, a great product, excellent service and many people interested in it, but if in the end you do not get them to buy it, they do not invest in it, our efforts will not have obtained results. Or at least the type of result that we need for our company to continue, the monetary one.
We therefore need an ideal client. What is that? Well, a client that we want to target, who needs the product or service we offer, who is very useful and who is delighted with it. So much so that I recommend it to everyone, that I talk about you and that I probably repeat it with you.
How nice! True? Well that's our goal. Many believe that their product or service can be sold to everyone because it is of interest to all kinds of people (we discussed this in another article), but this is not the case. When you focus on a specific market niche, as specific as possible, you are targeting a person with certain characteristics. When you know your clients you can speak to them in their language, you can reach them more easily, and they can understand you better. Good communication will connect you with them and they will be much more likely to buy your products and become your customers.
Why are we not specific when it comes to specifying an ideal client? Why do many think that at the time of tightening the fence of a certain type of client we are losing the opportunity to sell to more people. I also made that mistake in my first venture, you are afraid of not having enough people to sell to and you think that if you specialize you will lose sales. After that experience, I specified the type of client I was targeting and all my actions were aimed at her, which gave me very good results.
To specify the ideal type of client to whom you direct your products, your efforts and your advertising, you can do it in two ways. Either you have a product or service designed for a very specific type of customer that will help you define the market niche you are targeting taking into account their profile, or you will tighten the fence starting with a target market, a market niche and ending with defining your ideal client.
So that we know what we are talking about, a target market is a part of a more global market to which our product is directed, understanding that it is segmented as data such as age, gender or socioeconomic situation. And a market niche is a smaller group with very specific needs. This is where you come in offering a solution to their problems.
Your ideal client is within the niche you have chosen.
How can the needs of an ideal client help us?
You can become an expert, because your products or services will be more specific and you will know them in more depth
You differentiate yourself from the competition, since you create a specific personal brand.
By getting to know your customers better, you can invest in the right advertising, making it much more profitable.
Your products or services are focused on better serving the needs of your customers, making them more effective.
When you speak in the same language that your customers can understand you better and that translates into sales and income with less effort.
Searching for an ideal client is something that many entrepreneurs do not invest the necessary time and find themselves creating products and striving to make known to people who do not have those needs and who are not interested in the least.
If you are starting, I recommend that you do a little study of who you are addressing and what products you offer to meet their needs. If, on the other hand, you already have the business running, look at what type of customers you are attracting and make a profile. If they are of various types, choose the one you feel most comfortable working with, the one you have been able to satisfy the best and have been delighted to work with you and ask yourself, what do they have in common?
You have to keep in mind that your clients are not interested in what you do. When I discovered that, that I was in love with my products, my designs and my interior design projects, I was amazed, I felt frustrated and disappointed, how could it be that what you had created with so much effort and love did not interest you? Until I understood that I had to satisfy the need that my clients had. When I say that they do not care, I mean that they are not so interested in details or in a process or in the characteristics, but in what it brings to them. It has to have a value for them and it has to bring them benefits, satisfaction, solve problems or avoid pain they are worried about.
Remember: customers buy solutions, not processes or features.
After choosing a specific niche, we should evaluate if that niche is viable.
How? Well, asking us the following questions:
- Are there enough people in that niche for me to carry out my business? Can I successfully meet their needs and offer solutions to their problems? How can I reach them? What type of communication and advertising do I have to do so that they know that Do I exist? What is my competition and what is it offering? Do you feel comfortable and comfortable working with them? Do they have the resources and income to invest in your products or services?
Once we have evaluated this market niche, we would go on to investigate it to adapt our products or services to your specific needs. When you know what worries them, what is taking away their sleep, the value it has for them to solve their problem, the obstacles they encounter, the fears that hold them back and the dreams they long for, you can give them a better service than in the end and ultimately it is what it is about, satisfying the needs of the client and helping them to solve their problem.
Go ahead, find your ideal clients!
