Create an Ideal Client List

Quick reference

• 00:04 In this video we're going to look at step three.
• 00:08 It's time to get connected to your clients.
• 00:12 How do we do that David?
• 00:14 Well the first thing you have to do is you have to create an ideal client list.
• 00:19 And I stress that word ideal.
• 00:21 Cuz a lot of sales people they're like I just want to make a sale to whoever comes
• 00:25 it doesn't matter.
• 00:26 I just want to make the sale.
• 00:27 Well hold on a minute.
• 00:29 Let's get strategic about what your ideal client looks like.
• 00:33 Who are they?
• 00:34 Where do they live?
• 00:35 What kind of companies do they work in?
• 00:37 How much money do they have to spend on budgets?
• 00:40 How, what's it gonna be like once you've got this person as a client to
• 00:43 work with them?
• 00:44 Okay, wanna get that out of our head onto a piece of paper, into a computer,
• 00:49 on to a tablet.
• 00:50 Okay we wanna be strategic about this.
• 00:53 So the first thing you wanna do is create an ideal client list.
• 00:55 So once you have these traits of who your ideal client is
• 00:59 now you can go seek them out.
• 01:02 Okay, you have to seek them out.
• 01:04 Sometimes you can do marketing and that targets the client and
• 01:07 you'll have some people coming in.
• 01:10 But if you wanna thrive as a sales person
• 01:13 you have to go seek out that ideal client, okay.
• 01:16 So there's a couple different things you can do.
• 01:18 The first thing here's a very easy how.
• 01:21 You can buy a directory with your target market.
• 01:25 So you can buy it from a company, you can buy it from an association sometimes
• 01:29 depending on the industry you're in.
• 01:31 But if you come up with hey you know what,
• 01:33 my clients are in this association, sometimes you can purchase that directory.
• 01:38 And now you can market directly to them with marketing pieces, emails,
• 01:43 phone calls, whatever it is.
• 01:45 And you're an expert so
• 01:46 you're giving them items of value, they're building trust with you.
• 01:49 Okay so you don't just get a list and do nothing with it, right?
• 01:53 You have to get that list and do the things that we're talking about.
• 01:57 Okay, good.
• 01:58 So you can also buy them from a company.
• 02:00 If there's a certain industry that you want to target you
• 02:04 can get those phone numbers ,the names, the positions sometimes,the emails.
• 02:09 And you take everything we've learned so far and that's where you start.
• 02:13 Does that make sense?
• 02:14 Okay, good pretty simple.
• 02:16 Next online research, okay, you can go online and think about your ideal client.
• 02:22 All those different things put them in to Google, Yahoo, Bing whatever it is for
• 02:26 you and get those results and go through and hand cherry pick those people.
• 02:33 Right, put them into a spreadsheet so that you can track it.
• 02:36 Put them into a CRM, a customer relationship management, right,
• 02:41 there's all types of CRM companies out there.
• 02:43 And now you can go through and you can track the relationship.
• 02:46 I reached out, I made a phone call.
• 02:48 I went and I sent an email, right?
• 02:51 And we're gonna talk more about how to actually to do that in some upcoming
• 02:54 videos, okay?
• 02:55 But that's where you start, online research.
• 02:58 Next thing, to get connected, networking events,
• 03:01 trade shows, those are great places, right?
• 03:05 Because if you go to a trade show that has the ideal client that you're trying to
• 03:09 target, go to that trade show.
• 03:11 Start building those relationships, getting business cards, right?
• 03:16 Giving them items of value.
• 03:18 Getting to build those relationships and
• 03:19 know who those people are because those are your ideal clients.
• 03:23 Those are the people you want to be talking to.
• 03:25 Not just anybody, the people that are your ideal clients.
• 03:29 I can't stress that enough.
• 03:32 Networking events are great.
• 03:33 A lot of times networking events can be fun.
• 03:36 Sometimes people build too much up around it.
• 03:38 I gotta go and I gotta talk to every single person and
• 03:41 I've got everybody there.
• 03:43 Right, no, just go relax.
• 03:45 Sometimes there's cocktails or there it's a lunch and learn or something like that.
• 03:50 Just go there.
• 03:50 Be yourself.
• 03:52 Build natural relationships, don't try to talk to everybody at a networking event.
• 03:57 Maybe three to five people that you genuinely connect with.
• 04:01 Somebody that genuinely has a challenge that you can help them overcome.
• 04:04 Use your CCD, right?
• 04:08 Use your clear concise description.
• 04:11 Tell them what you do.
• 04:12 How you help people.
• 04:14 Why you're different than other people.
• 04:16 Okay, and have those conversations and naturally build those relationships.
• 04:20 Because when you do that that's gonna help you to get connected.
• 04:24 Not just to anybody but the people who will buy from you.
• 04:27 And more importantly, the people you want to buy form you.
• 04:32 Make sense?
• 04:33 Good. You got this.
• 04:34 Let's do a quick recap.
• 04:36 Create an ideal client list.
• 04:37 You can buy a directory with your target market from a company or an association.
• 04:42 Do some online research, put it into a spreadsheet or to a CRM.
• 04:46 And go to networking events and trade shows, gather up business cards,
• 04:50 start building those relationships with your ideal clients.
• 04:53 Make sense?
• 04:54 Good. I'll see you guys in the next video

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