Finding Your Ideal Client

Finding Your Ideal Client – Avoid These 3 Mistakes

Finding Your Ideal ClientOne of the most common terms heard in any marketing training or strategy is the notion of the “ideal client.” Discovering this essential part of your business is powerful yet often overlooked exercise.

Who is this for?

If you want more quality leads for your business, this is a must read. It even applies to those experienced business owners that are getting referrals right now. Take this in and see how you can refine your process of defining your ideal client.

Let’s start with a definition of “ideal client”.

The ideal client is the description and understanding of who is BEST for your services or products. I highlight the term “best” here because it is the top of the pyramid for you. And this is where most people struggle. They have the notion that they CAN serve everyone equally well. This thinking is just not true. It is a myth, and it hurts you.

This quote is most referred to quote from hundreds of people interviewed on my podcast and in discussions about success. Let it sink in and process what it means to you.

The value of knowing the “ideal client” for you is multi-pronged. First, it is about who you are inspired to work with (not just those that have the money). Second, it is about who you can work with to solve their problems. Third, it is understanding who appreciates your products and services. In other words, it is about who gets the highest value for your services.

Do you know who gets the highest value from your services?

Let me share with you a story from a client of mine that is on the extreme side of this, but it helps to point out the value of the ideal client. His name is Jason Swenk. Jason spent 18 months blogging to attract clients. He wrote good content; however when I looked at what he was writing it was pretty generic. I asked him who it was for, and he said “small business owners”.

Well, one of my favorite sayings is “small business is not a target market.” Small business is a broad term to say…I will do business with anyone that will do business with me.

In just a few conversations, Jason realized that his ideal client was a digital agency owner that wanted to reach $1m in sales. Jason narrowed his focus to the client that inspired him the most; he was uniquely qualified to help, and that would appreciate his support. Jason and I got there quickly on this because of my experience with this process and my understanding of Jason’s experience.

Now Jason has an extremely strong business serving his ideal client. In the last year, he has even more narrowly defined his ideal client because of his active work to focus on the exact client that gets the most value from his services and products. Jason has five revenue streams and has built a community of more than 10,000 people that want to know what he knows.

This story might seem like a simple one. It is one that everyone can learn from too. Jason had a fear of being too narrow and a fear of missing out on potential clients that keep him writing to the small business market. That is all too common. Jason overcame this fear by taking action with his ideal client through the process I showed him. He took each part and validated his assumptions. Then he continued to take action to build a business serving those ideal clients that he was meant to serve.

The process of finding your ideal client is not the easiest to do. In fact, it is quite hard. It is not the process (step-by-step) that is so hard. It is the limiting beliefs that you have to overcome. There is common thinking I’m so good at what I do that I can help everyone one. This kind of thinking is a trap. The trap is thinking that you are here to serve everyone that needs your offer.

Let me say this clearly and plainly.

You are not here to serve those that NEED what you have.

You are here to serve those that WANT what you have.

When you realize this for yourself, you will make finding your ideal clients much easier. In fact, it is a basis of having a growing and predictable business. Finding the ones that WANT what you have been so much easier and rewarding than trying to convince others to buy what they need.

Referrals – We Must Talk About Referrals

You also might not think you need this because you get lots of referrals. Referrals are freaking fantastic. Referrals are a great sign that you are good at what you do. However, the problem with referrals is you waited for them to come in. Referrals are a reactive form of business development. Every client I have ever had with an established business is getting referrals.

You are not too big for the process of finding your ideal client. Even the most established businesses that want to do business with the recognizable brands benefit from finding their ideal client. The process of finding your ideal client is the basis for you building a predictable and growing business that CREATES new clients and does not wait for referrals.

Mistakes in Finding Your Ideal Client

1) Assuming I Am Narrow Enough

Discovering your ideal client is a process of segmenting and prioritizing the prospects that are best for you. Many business owners stop with the first level of focus. This part is what many people do because they have gotten to a place where it seems narrow. When it “seems” narrow you likely have not gone far enough.

You have to zero into that ideal client. It is usually has two levels of depth. Do you remember in Jason’s example above where he discover that he worked with Digital agencies (level 1) and those that wanted to reach $1m in sales (level 2)?

What if Jason stopped at just “digital marketing agencies”? Well, first he would have been narrowing into level 1. However, it is nearly impossible to be the expert and create world class positioning for everyone that is a digital marketing agency. The ones that are just getting started in business and those have 400 employees think about different issues and aspire to achieve different goals. And all the levels in between are also facing different challenges and opportunities. Jason would have struggled to build his business as fast as he did if he didn’t take it two levels deep.

Extra Wisdom: Once you get momentum in one segment of your market, it will help you move into other segments. It is similar to the way Facebook grew their business. It all started in one place (Harvard University) and grew and grew. Your business can work the same way.

Don’t assume you have it narrow enough. Keep going to 2 levels of specificity and clarity.

Keep in mind that the factors that determine your ideal client are best when they are labels used by your ideal clients. I have a free training here on this if you want to know more.

2) Not Validating with Real People

Researching and exploring your ideal client usually starts with what I call a “coffee shop exercise”. This is a way of saying that you can sit in a coffee shop and think about your ideal client. You can Google it. You learn by reading about your market. You can start here, but you must go beyond the coffee shop to make this work.

In all the thousands of people that I have talked to and worked with on finding their ideal clients they had to talk to real people. It is through the conversations that you discover what is going on with these people. If you don’t talk to them, you are assuming what is going on.

DON’T MAKE ASSUMPTIONS.

When you talk to those people that you want to serve with your products and services you are validating your offers. You are validating your positioning.

One key benefit to the conversations here is to uncover the LANGUAGE they use. You can take that language and use it in your website copy, blogs, speeches, etc. This is powerful and rarely implemented.

If you are having trouble finding people to talk to validate your offer, you might not have an accessible market. You must be able to find people that you want to serve (I know this is obvious, but worth mentioning).

Keep in mind that if you find one person in your network, then they can connect you to others similar to them. People likely know their peers and can introduce you to others if you are truly helpful to them through these conversations.

Your goal in these conversations is not to sell them what you have…it is to validate your understanding of the real problem and how they think about solving it.

3) Not Getting to the Profitable Niche

When you find your ideal client, you are really on the journey to finding what I call the “Profitable Niche”. This is the level 2 work, and it is an essential part of your discovery process.

The other side of this is just finding the ideal client that you are passionate about serving. You can get lucky but in business, we don’t survive on HOPE and LUCK. We want to know for sure. You can’t just hope to find the ideal clients that are going to appreciate your services and products.

In my experience, you want to find the ideal clients that value what you do and want to solve the problems you address. Remember your aim is to find those that WANT what you have to offer.

I usually describe this as finding your target market. This is the outside of the bullseye. I like to go to level 1 and find the “niche” which is the segment of the market that wants what you have. Then I take my clients to level 2 which is the “profitable niche”. This is the group of people that get the highest value from what you offer.

Don’t stop until you have had conversations with people inside your view of your ideal client that are your profitable niche. Keep working this until you find them and validate your assumptions.

The journey may not be easy because you have to let go of the notion of serving everyone. You have to decide who really inspires you and who you can serve. You must also do the work to find the ones that get the highest value from what you do.

The journey to finding your ideal client can frustrate you. It is mostly in the thinking “I know better” and skipping over it. This thinking keeps people from doing the work.

My point here is to share my experience and help you find the people you are here to serve.

Free training if you want more information on Ideal clients, target markets, and your profitable niche.

187

187 | The Entrepreneur’s Formula For Wealth with Todd Tresidder

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187

Your habits determine your health, wealth and happiness. It is not the pivotal moments in life…it is your day-to-day choices. Todd Tresidder shares insights on creating wealth. The often talked about yet rarely carried out aspects of wealth building as a leader or CEO are the focus of this episode. Listen to Todd’s practical and actionable steps.

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Target Audience: Todd focuses on those seeking to create an advanced retirement plan.

HABITS

According to Todd, Habits are the results of all compounds. Think of habits as daily deposits into your savings account. The easiest way to reach a goal is to structure all your habits around achieving that goal. It’s about committing to the path rather than waiting for the “perfect” time and then getting yourself into action

The Courage to stay Growth Oriented…

…Is all about ATTITUDE. Your Attitude is what dictates your growth oriented philosophy. We can grow into whatever we choose to become.

Action & Strategy

Success is by definition “Unusual” so you have to do something unusual to get that type of success. Building wealth requires action in the form of Experiences too. Todd says,
A wealthy life is about experiences not stuff. And sometimes, this requires monetary investment. That’s an action step you must choose to take or leave. Remember that if you’re attached to “stuff,” wealth will always evade you.

Todd Is In The Trenches Too

In fact, he’s in there right now! As he runs a service business, he still trades time for money. However, he also leverages that with group coaching and strategic marketing (you can also add products in there too). Todd advises isolating your work to create more leverage. Couple that with a healthy dose of hustle and you will surely bridge the gap

187smIn this episode we’ll cover:

  • The significance of habits
  • How habits create your wealth
  • Why Wealth is about Experience
  • Developing a growth oriented philosophy
  • Why your attitude determines ALL

Practical and Actionable:

How to build wealth: be a true entrepreneur. This is more than a “self employed job.” Being a true entrepreneur is about becoming fluent in leveraging principles and business systems. It’s one thing to get yourself in a place where you can manage all expenses. And it’s completely another to be financially free. Set your foundation early on that will allow you to create a business plan where you have a vision of where it will go.

Resources and Links

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

186

186 | The Key Elements of Growing Fast with Kimra Luna

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186

Building a business fast is likely your goal. You can take your time, but fast movers tend to learn the lessons and grab the mind share of the market. Today we discuss the key elements of a fast growing brand. Our guest is Kimra Luna. Kimra built a business by being authentic and adding value to her people. Kimra’s success goes beyond money (she did that too), but it is even a bigger deal to grow a thriving community of 20,000 people that just love her. Find out the secrets in today’s interview.

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Target Audience: Kimra is a personal branding and social media strategist serving business owners wanting to take their business to the next level. Kimra targets entrepreneurs looking to not only make consistent income but income that keeps growing throughout the years of running their business.

Kimra started out as a humble blogger. She once had the opportunity to do a webinar and discovered she loved teaching. This catalyzed her into creating her brand Be True Be You http://kimraluna.com/. In just 18 months, she generated 1 million in sales from her programs.

According to Kimra, Branding is about a feeling people get when interacting with you and what you offer. Her intention through her brand and business was to create connectedness and support. And this is exactly how she was able to build a Facebook Group (Freedom Hackers Mastermind) with 18,000 people in it. Kimra’s philosophy is to keep serving people until they become your customers.

Remember that the *feelings* your brand evokes matter the most. This is what leads to RAVING fans. While Kimra did utilize some paid marketing in the beginning to get the ball rolling, she primarily just spends time in her community helping people. Those people then share who she is.

Ya Got to Have Some PERSONALITY…

With any business you must be willing to show who you are: Your personality. People want to see authenticity. It’s about trust. We’ve been manipulated with marketing for so long that we ignore it. This way of marketing is outdated and no longer works. By spending time interacting with her community, Kimra is able to identify how she can best serve them. This is how to truly CARE for your audience.

Social Media is a form of listening. It’s really easy to listen to our audiences now because we can simply just read what people are thinking. Kimra places relevant feedback in a google document to gain a deeper understanding of what people need.

186smIn this episode we’ll cover:

  • How to create a thriving business super fast
  • How to create Community on Social Media
  • Why the life of an entrepreneur is never SOLO!
  • Why paid marketing comes second to Authentic human connection
  • How to understand what your audience needs through social media

Practical and Actionable:

Create a Sales Page where people feel you understand their needs. It must exude your true Authenticity so that people want to be friends with you. Be very aware of who you are serving, otherwise, it’s difficult to communicate how you can serve them.

Resources and Links

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

185

185 | Be Magnetic and Attract Clients with Joe Calloway

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185

Do you have a clear idea of what you want your clients and prospects to say about you? This is the key to your success in building your business. Joe Calloway describes what it takes to be magnetic and create the business you want. Listen to this episode to learn how to be the best at what matters most.

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Target Audience: Joe Calloway helps business leaders, owners, and entrepreneurs make great companies even better. His interactive keynote presentations and workshops enable organizations to focus on what is truly important, inspire new thinking about challenges and opportunities, and motivate people to immediate action.

The BOOK: Becoming a Category of One: How Extraordinary Companies Transcend Commodity and Defy Comparison

Joe feels compelled to write, compile and update this piece of work every two years. The essence of the book is about creating a distinct category for yourself in the midst of your competitors. It shows readers how to do this in a way where your target audience looks at your competition and perceives you as UNIQUE. What’s most important about this book is how it leads to powerful strategies.

What Joe writes about, speaks about and teaches is the art of attracting business – in other words, how to be a magnet! Joe says, if you’re intentional enough, you will create the experiences that cause your customers to go out and spread positive word of mouth which builds a strong reputation.

Positive Word of Mouth

The single most powerful driver of new business is positive word of mouth. We all want to hear about what others say regarding companies we do business with. Once you attract your ideal business, it is imperative that you respond to customers unbelievably quickly because no one waits. Remember that your #1 marketing opportunity is to do great work, causing your customers to talk about you with reverence, thereby attracting even more people to you!

185smIn this episode we’ll cover:

  • How to be the best at what matters most
  • Attracting ideal business
  • Knowing what makes you different
  • Developing effective strategies
  • The power of positive word of mouth

Practical and Actionable:

The first action step is to take an hour or two and think to yourself :what are the 3 most important things that you can do in your business? The action step becomes obvious and clear. Proceed with those action steps.

Resources and Links

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

 

183

183 | Being the Go to Expert with Sue B Zimmerman

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183

Positioning yourself to your marketing is often overlooked. Look around and be totally honest with yourself…are you positioned as an expert for a particular industry, technology or result? Or perhaps, you are one of many people that do what you do. Sue B Zimmerman is an expert on Instagram and has a strong passion for this social platform. Sue shares her perspective on being the expert in ONE area.

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Target Audience: Sue is a multi passionate entrepreneur. She teaches Instagram marketing to small and medium sized business owners who really want to anchor their brand on instagram and have more success attracting their ideal client, growing their email list and making more money doing what they love.

Why Sue chose to be an Instagram Expert…

Sue is the owner of a small seasonal retail store. Sue witnessed more success from Instagram out of any other social media platform. The reason for this is because people are emotionally attached to visual content. We process visuals up to 60,000X faster than we process text. Because of this, she knew she needed to teach it. She expresses that she has never felt a bigger purpose than this: teaching Instagram to the world.

Just pick THREE words…

When it comes to marketing on Social Media, you need powerful words. Why? In order to describe you as giving people an easy route to finding you and for hashtags.

When were you in the trenches Sue B?

At the age 22, Sue had began her first ever small business: the “Boxer Rebellion.” She didn’t know how to get boxer shorts to market. Later, she hired sales reps (50) and paid them commission. That initial business was exciting (albeit challenging) because it set the foundation for always doing what makes her happy

Sue B on Speaking…

Sue admits she never had any formal training other than being a guest on podcasts. In 2014, she was invited to the stage. What she has learned is that when you can teach from the heart, and talk about what you love, it is powerful. Speaking on stage was never was her plan.

The Impact Sue is making…

Sue is witnessing a growing community of business owners all over the world who come together as a result of her teachings and their own common connections. The impact Sue feels is the power of the Community and making the world a better place. It is about collaboration not competition.

183smIn this episode we’ll cover:

  • How to grow your success rate with Instagram
  • Why choosing one area to be an expert in is better
  • Choosing THREE words to help you market
  • Why VISUALS are more powerful than text
  • The power of community

Practical and Actionable:

Be ACTIVELY ENGAGED: pay attention to the comments thread. Therein could lie your next client. Connect with those who share the same values as you.

& Here is your CTA from Sue B! Post a selfie on instagram with the hashtag #suebmademedoitcall

Resources and Links

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

 

182f

182 | Seizing Your Niche as a Coach with Marc Mawhinney

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Getting more quality leads for your business is not about going broader. You are much better off narrowing your focus to the right clients. Not all clients are the same. Do you know your ideal client? In this show, Marc Mawhinney from the podcast Natural Born Coaches shares his insights on why you want to niche and how to niche. Listen in to discover how to get more quality leads for your business.

Find niche, Marketing, quality leads

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Target Audience: Marc is a Coach who coaches coaches. His aim is to guide coaches into building stronger businesses. Specifically, he works with people newer coaches in their first or second years.

 

 

Why did Marc choose Coaches as a NICHE?

Like many entrepreneurs, Marc started out of focus (no niche) and targeted all entrepreneurs. After a while however, something resonated with him about coaches because he truly understood their struggle on a deeper level (since he was himself, a coach). He decided to focus on that market and dedicated himself to getting really good at servicing that market.

 

The NICHE

According to Marc, people are afraid to niche because they fear leaving clients off the table. However, in the process of trying to work with everybody you end up working with NOBODY. You’re left wondering why your roster is so low and your wallet is empty.

SEIZE Your Niche

In guiding coaches to hone in on their specific niche, Marc has developed a process to define it for yourself. He states that you must validate the niche by know what’s going on. This includes researching the niche well. Facebook groups actually help to validate the niche. This will also direct your social media strategy. Pay attention on what is being said on the discovery calls. Be sure to talk to people in that market in general. And lastly, ensure there aren’t too many people out there doing what you want to do.

Remember to have a personal motivation when choosing a niche. Steer away from distracting yourself with new things you need to learn. Rather, refine, focus and expand on what you are already good at.

 

 

What are the fears when it comes to NICHING?

Marc often sees coaches leaning towards doing it like the others. Yet, that is precisely why you should be running the other way. Do it your own way, so you may stand out in the crowd.

 

182smIn this episode we’ll cover:

  • Why going broader will leave you with an empty pocket
  • How to get leads that match your service
  • The process Marc uses to help his target find theirs
  • Why people are afraid to niche down
  • Why you letting go of perfectionism is essential

Practical and Actionable:

Take some time to research but don’t think too much. This shouldn’t take 6 months or a year. Don’t procrastinate. Choose something that resonates with you and that you feel good about. It’s about action. Create a good plan, but don’t be a perfectionist.

Resources and Links

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

181

181 | How Meeting Planners Think with Shirley Hogsett

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If you want to be a speaker (paid or unpaid), you want to understand how meeting planners think.  In this episode, Shirley Hogsett shares her years of experience on working with meeting planners to help you understand how to contact and engage meeting planners. Shirley operates the Destiny Speakers Bureau.

 

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Target Audience: Destiny Speakers Bureau is a comprehensive speaker management firm and provides marketing, management and product development services for a select number of Professional Speakers, Authors, Coaches, Consultants and Artist. .

 

The aim of Destiny Speakers Bureau is to help business owners utilize speaking to attract more business through spreading their knowledge in front of their ideal customers. Shirley shares with us the perspective of the Meeting Planner.

 

So what is it exactly that the Meeting Planners look for?

Specifically, they want a video of you speaking in front of an audience similar to theirs. They (meeting planners) want to see you perform. The video must convey that you have the ability to communicate and engage an audience. This contrasts greatly to “lectures.” The video should be no longer than 3-5 minutes. An intro and an outro is ok. And Shirley says testimonials simply don’t say enough.

 

 

How to engage in Effective Communication with Meeting Planners

It is imperative that you engage the conversation by HEARING what THEY are looking for. Do you have a strong grasp on their needs? It is then your responsibility to convey how you can solve that problem. Be aware that they are looking for experts. They seek authenticity. They must also get the sense that you know the audience on a deep level.

 

Pricing : What should speakers expect and what does the marketplace want to spend?

This depends on the person who is coming on. However, someone who is starting out should expect about $3,500- $5,000. But again, it depends on the speaker and the organization.

At the end of the day, you must know your industry and clients. It’s great to utilize a service like Shirley’s because a third party would not be emotionally charged and simply conveys data.

 

 

In this episode we’ll cover:

  • What the marketplace is looking for
  • Why you MUST know your market
  • Why you must be an expert in your field
  • How to schedule your speaking gigs
  • How a third party could streamline this process

 

 

Practical and Actionable:

Decide who you want to speak to. Thoroughly research that target market. Go to local convention bureau and find out what conferences are coming. You can also conduct a google search and build your database.

 

Resources and Links

 

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

179

179 | Thought Leadership Attracts Great People with Lee Odden

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If you don’t have what you want, it is because you don’t understand something. Misinformation is what gets in the way of your success. Lee Odden from Top Rank Blog is our guest and he shares leeodden
insights on thought leadership. I learned tons from this episode so I know you will enjoy the value. Discover the strategies to be a market leader

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Target Audience: Lee’s company provides content marketing services and focuses on Thought Leadership.

 

Content Marketing

As entrepreneurs, we seek endorsements from well known people; those who have influence and a large following. We all have aspirations to be seen in a positive helpful way and we know this is one avenue that yields potentially positive effects. However, Lee attests that in order to partner up with influential people, you must create value for them first. Find a way to work with them. Decide whether you will pay them or co create content for them. This creates an incentive for them to work with you. Remember, that in this game, everyone must win.

 

 

& if you’re in the trenches…

Lee spent lots of time growing Thought Leadership. He had to overcome public speaking and publishing. In doing so, he learned that it attracted others who on a similar level (in terms of growing your team). It is your task to learn to identify those individuals. It’s not through “popularity” that builds your business but TALENT.

Lee’s journey with Thought Leadership….

Lee started blogging simply to share. In turn, it attracted the right people who provided positive reinforcement to keep him going. For Lee, a thought leadership based approach has opened many doors.

 

Why is this important in today’s marketing and digital world?

Because you must justify your existence. This creates relationships which equals longevity. Long term clients are the heart of business and that’s how you get successful.

 

In this episode we’ll cover:

  • Lee’s insights on Thought Leadership
  • The importance of a customer centered approach
  • How to get top influencers on your team
  • How to create value and incentive before you approach anyone
  • How overcoming your fears connects you with the right people

Practical and Actionable:

Most people or as agencies approach connections by thinking about what THEY are going to say (or what THEY will hopefully get out of it). Instead, try figuring out what questions your buyers have and truly LISTEN. Use that as your marketing piece. This is a more customer centered approach.

Resources and Links

 

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

178

178 | Connecting People in A Powerful Way with Kevin Thompson

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178

Relationships are the lifeblood of life and business. What are you doing to “up- level” your relationships? Kevin Thompson shares new insights on building relationships with A-List types in business. Kevin is a master at joint venture relationships and if you don’t know what JVs are, you must listen to this episode.

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Target Audience: Kevin serves the entrepreneur who has hit their “ceiling” and is wanting to get passed it to grow more and achieve more satisfaction. His service is for those who market their business but have not been collaborating with others who can help them grow in a powerful way.

So, who is ready for Kevin?

Kevin knows exactly who he is meant to take on as either a partner or client. In other words, he is very clear on his ideal AVATAR. Kevin will only work with those who

  • are successfully selling their service or product
  • they create a minimum of $250- 300,000 worth of revenue
  • they already understand the way you increase revenue is by simply serving more people.

Do you see how specific he is regarding who he works with? How can you narrow down your Avatar (whether they be a partner or client)?

Kevin admits he was someone who held the belief that he had to wear all the hats. Then he discovered the power of delegating and creating powerful partnerships with people who were aligned with his values.

Was there a time when you were in the trenches and you had to take a step back?

Kevin shares he realized he was going for quantity not quality in partnering up with people (whether clients or JV partnerships). In 2010, he found himself completing his 1099 taxes with his accountant. Together they saw that Kevin engaged in 34 collaborative projects. Only 8 of those projects converted. Kevin understood that he could have done a fraction of the projects. This helped him evaluate who his ideal partners were.

On serving “ANYBODY…”

Kevin poses the question: what is it about your ideal clients that makes what you do so great? An ideal client is someone with whom you already have an aligned foundation and you have both have subscribed to the same values. Kevin says: Be clear on who you want to serve. Be clear on who you want to be a hero to. Be clear about who you want to be a rockstar to.

178smIn this episode we’ll cover:

  • How to surpass your “ceiling” (AKA: cap)
  • Why you can’t serve anyone and everyone
  • Why Kevin realized he couldn’t wear all hats
  • Why it’s about Quality Partnerships (not quantity)
  • The RIGHT way to reach out to prospects

Practical and Actionable:

A big mistake people make when reaching out to prospects is they reach out for handouts. This is WRONG. Reach out by showing appreciation. Active appreciation is about reaching out to them to let them know what you appreciate about them rather than ask something from them. What can you give?

Resources and Links

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

 

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177 | The Courage to be an Entrepreneur with Paul Durante

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Running a business takes courage. It takes heaps of courage. In today’s interview with Paul Durante, we dive deep into why courage is so important. Paul is a business partner with Jay Abraham (mentor to Tony Robbins) and all of this came to be because Paul had courage. You will also get some key insights to leveraging media for your business.

 

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Target Audience: Entrepreneurs seeking to create more leverage in their businesses through media.

 

 

Paul Durante connected with Jay Abraham because he mustered the courage to cold call him every single day for 2 weeks straight. You might say, he was determined. And finally, after getting him on the phone, Paul quickly understood why Jay is so successful. Jay helped Paul in tremendous ways just over the phone for FREE before they even met in person. This went on for 6 months. What Paul realized Jay puts out a tremendous amount of generosity. And Paul knows with certainty the value he provides others.

 

 

The POWER of POSTURE

Posture is not about arrogance. It is a silent confidence. People lose their posture when they get stuck because they lose their hunger or they get comfortable. Clarity and Courage are things that can be developed. We are all good at something. And whatever that is, you feel courageous about it. It’s about driving that into your business.

 

Remember that if you have value to provide, you are doing THEM the favor. You must come into any conversation with that knowing and energy. Paul says that at the end of his conversations, they thank HIM.

 

 

How do we use media to leverage growth for business?

Paul posits this question: “Why does Oprah have way more money in her bank account than Tony Robbins?” Well, that’s simple. Oprah knows how to leverage media. Success begets success. Aim to build a relationship with your local media. A cold call can serve you very well if you go into it with a good and confident intention.



177smIn this episode we’ll cover:

  • The power of a COLD CALL
  • How to leverage media for your business
  • Why you must possess excellent POSTURE
  • Knowing the VALUE you provide
  • Why you must know you are doing others a favor

 

 

Practical and Actionable:

Go HERE and go to shows 16 and 17. Listen in.  It’s impossible to not feel motivated about your business after listening to these. 

 

Resources and Links

Do you have questions about today’s episode!?

Did you know that you can apply to chat with me by phone? This is a limited time offer to help anyone that is serious about refining their business as well as developing a clear & compelling strategy that will drive them forward. Complete the questions and our team will follow up with you to schedule time for your “Business Breakthrough Session”. These are limited to 30 minutes, completely free and oh, so valuable.  Apply Now!

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!