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About this lesson
Now that you have built the foundation for success in sales, you need to decide who you are going to sell to specifically.
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Quick reference
Create an Ideal Client List
In order to be connected with your clients, you have to build an ideal client list. You need to know who your clients are and how to find those clients.
When to use
As a sales person, you should always create an ideal client list so you are targeting the clients that you want to sell to.
Instructions
Get connected to your clients. The first thing you need to do is create an ideal client list. You need to get strategic about what your ideal client would look like. Who are they? Where do the live? What kind of companies do they work in? How much budget do they have to spend? You want to get this out of your head and onto paper or into a computer.
Once you have a list of your ideal client list, you need to seek out those clients. There are a couple of ways to do this.
- Directories - Buy a directory with your target market from a company or association. Once you have this directory, you can market to this list.
- Online Search - Search for your ideal client online. Find the clients who match your ideal client list and put them into a spreadsheet or CRM
- Networking events/ trade shows - Find events and trade shows that are for your ideal clients and go to these events. Get business cards from people. Build natural relationships at these events.
Doing these things will help you get connected with the people who want to buy from you and more importantly the people you want to buy from you.
Login to download- 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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