Research Your Ideal Client

Quick reference

• 00:04 In this video we're gonna continue with step three, get connected.
• 00:09 Get connected with your ideal clients.
• 00:11 Okay, so now we've made a list in the last video of who our ideal clients are.
• 00:15 We know their traits, we know who these people are,
• 00:18 we know what companies these are, we know that we wanna get connected with them.
• 00:23 So next, you have to do some research.
• 00:26 Do some research on that ideal client.
• 00:28 Go online, right?
• 00:30 Go onto Google, Yahoo, Bing.
• 00:32 Put in that company, put in that person's name, right?
• 00:35 Get their information.
• 00:37 There might be news articles you can read about them.
• 00:40 There might be some social media that has some information about them.
• 00:43 Blog, conversation pieces, right?
• 00:45 I remember years ago there was a client that I wanted to get in and
• 00:50 do some training for, okay?
• 00:52 And I was trying everything I could to get in there.
• 00:55 Everything, nothing was working.
• 00:57 And then, I looked online and this person's name came up, and
• 01:02 it turns out they got married in Italy, okay?
• 01:05 They got married in a little town called Amalfi, which is a beautiful town,
• 01:08 if you've ever been there, in the south of Italy, south of Naples.
• 01:12 And it's this wonderful little town.
• 01:15 And there's these 80 steps in the piazza in the main part of the town
• 01:19 that goes up to this church.
• 01:21 And these people got married in that church.
• 01:24 You know what's neat about that?
• 01:26 I got married in that same church.
• 01:29 So now my phone call, came in there I left a voicemail message,
• 01:33 and I'd been trying for weeks to get in touch with this company.
• 01:37 Nothing, no response, anything.
• 01:39 I left a message and said,
• 01:41 hey, I think maybe you and I got married in the same church in Amalfi, Italy.
• 01:45 Do you know that less than 60 minutes later I got a phone call back
• 01:50 with somebody who was super excited to talk to me?
• 01:52 And we were laughing, we were sharing stories about getting married there.
• 01:56 So this stuff works.
• 01:58 Do some research, put in that little extra effort.
• 02:02 That could mean everything for the connection.
• 02:04 And by the way, I didn't end up getting that gig because
• 02:08 they actually wanted somebody to work full time for that company.
• 02:11 That was a better solution for them.
• 02:13 But hey, it got my foot in the door and
• 02:16 opened up that line of communication, okay?
• 02:18 And I continue to do that today.
• 02:20 And I recommend you do it as well.
• 02:22 Go online, do some research.
• 02:24 Next, mutual acquaintance.
• 02:26 Either somebody you know from an association, maybe a friend or
• 02:30 a colleague, okay?
• 02:32 Somebody who can make that introduction, right?
• 02:34 And somebody that you can get some information about this person.
• 02:37 Hey, tell me a little bit about this company.
• 02:38 You've done some work with them, right?
• 02:41 Tell me, what is it that their goals are?
• 02:44 What is their company culture like?
• 02:46 What are some of the things they use to make the buying decision from you?
• 02:49 Okay?
• 02:51 So that's another great way, mutual acquaintance.
• 02:53 You can do an interview.
• 02:55 Because you're out there, you're teaching your clients different things, right?
• 03:00 You're the expert in your industry.
• 03:03 Do an interview with these people, maybe for your blog or for some of your videos.
• 03:07 You can write an eBook with some interviews of some people that you want to
• 03:10 do business with.
• 03:10 People that you respect, people that you look up to.
• 03:13 Maybe some white paper, maybe even a podcast.
• 03:16 Podcasts are so easy to do now.
• 03:19 You can interview somebody that is your ideal client, okay?
• 03:23 And you can find out more about what it is that they do, what their goals are,
• 03:28 and why they're gonna make the buying decision to buy from you, okay?
• 03:32 And you can custom tailor your solution to what that person's needs are.
• 03:35 Does that make sense?
• 03:37 Okay, good.
• 03:38 So let's recap.
• 03:39 Step three, get connected.
• 03:41 You have to research your ideal client.
• 03:44 Research them online.
• 03:45 Google, Bing, Yahoo, whatever it is for you.
• 03:48 News articles, social media, blogs.
• 03:50 Get as much information as you can.
• 03:53 Next, mutual acquaintance.
• 03:55 Somebody in maybe a different industry who's done business with
• 03:58 them that you're friends with.
• 03:59 Or somebody you know in an association, a friend or a colleague.
• 04:03 And next, do an interview with that person.
• 04:06 It can even be a phone interview.
• 04:07 But it could be for your blog, it could be for your videos, your eBook,
• 04:11 your whitepaper, or your podcast, okay?
• 04:13 So make sure you get that information on your ideal client.
• 04:16 Do a little research, it will pay off.
• 04:20 Okay?
• 04:21 Great job today.
• 04:22 I'll see you in the next video.

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