Prospecting Part 4 – Bringing You and Your Ideal Client Together

We've talked a lot about defining – who your ideal client is, what their problem is, and what you offer – but without some sort of connection, these are not very useful. Think of it like a puzzle, until you see all the pieces together it all looks like a mess. But then you put in the time and effort to join all the pieces and you end up with a beautiful picture.

This post is your guide to putting together all the pieces we have talked about into a powerful, cohesive whole. This 'whole' will give you the framework to prospect powerfully whether you choose cold calling, networking, or creating a sales page on your website.

The power of bringing it all together

I was talking to Paul about all of this on our last phone call and he, creative that he is, came up with a great metaphor for it all, which I'm going to rip off (I ran it by him and he's fine with it).

It's easy to think of the first four steps as creating a world. The client is a little village, and so are you. But the two villages, who (if we really want to stretch the metaphor) want to work together for their mutual good, are separated by a river.

Before we get to crossing that river, we need to know where each of the villages are in relation to each other. Otherwise, we'll build a bridge that misses both so no one will use it.

That's why instead of jumping right into building a bridge, we defined our Ideal Client, and their problem/pain. Then we came back to our side of the river and defined what we offer to help that client. This way we know where the bridge is coming from and where it's going.

Now that we know where we're building the bridge, and given a good reason why we're building the bridge (because there's reciprocal good when the two villages work together) we just need to build it.

Connecting your ideal client and you with crystal clear language

As we understand what we offer, and craft our vision statement from those three words inside the picture frame, we need to likewise revise our mission statement. This mission statement will come from where the rubber meets the road – on the bridge.

You see, the bridge is where the pain and problem of your ideal client meets your offering and solution. When the client sees that your solution perfectly matches their deepest desire they can't resist hiring you.

If you've been following along and doing the exercises, you should have a very clear view of both villages. So go back to those pain points you jotted down. You've explored how these pain points make your ideal client feel, so now you just have to connect them with how your solution (your offering) will get rid of those negative feelings and bring them over to your 'village' where they can start really doing business.

When you can perfectly communicate that path, how your offering meets their needs/pains, then you have everything you need to prospect.

The hardest part of prospecting is easy

When entrepreneurs talk about prospecting, and inquire about help, they always want the secret to the easiest part of prospecting, finding those clients. But the truth is good prospecting starts long before you search for someone to sell to. And that sales process, once you've spent the time going through the process I just described and really memorize your answers, is the easiest part.

Once you've gone through the process, you can cold call, go to BNIs or other networking events, or work through networks you've already established. You can even go on Google and just search for that ideal client, then send them an email. Typically, we hate that process because it's swathed in confusion and gets a lot of rejection. But, now that you know what you're doing, the next step is easy.

So, go ahead make those calls and use the script you've created to keep turning those prospects into clients