What To Do If You’re Attracting the Wrong Prospects
August 22, 2013
Have you ever had a conversation with a potential client and realized that they just weren’t the right fit?
Have you had a string of potential clients who when you get to the ‘money’ part of the discussion seem to not be able to pay you or commit to working with you?
You’re not alone if it’s happened to you.
Let me tell you a little story about one of my clients who used to attract all of the wrong prospects.
She was seemly doing everything right. She had a great website, she knew her niche and was confident in what she did. She was also beginning to have fairly regular sales conversations. She began to notice that she wasn’t converting sales conversations to clients, that’s when she after months of being frustrated and feeling like a failure she hired me.
When we first started our work together I did a thorough evaluation of her business. On the surface all seemed good. Of course there was some fine tuning to do especially to sharpen her internet and online marketing, but for the most part things were in good shape.
Then I began to dig into her niche. My client told me that she felt confident with who she was attracting. When I asked her who her ideal client was she said, “Everyone”. BINGO! That was the problem.
You see, the reason why most people attract the wrong prospects is because they haven’t clearly identified their absolutely most ideal client.
I’d like you to ask yourself these three questions:
Who do I most want to work with?
Who needs what I offer?
Who is willing to pay me?
This seems like a very simple exercise but it’s one of the most important things you can do for your business and here’s why…
You will convert more prospects to clients
You will make more money
You will get more referrals because you’ll be known for doing what you do
And I could do on and on…
So let me tell you what happened to my client. As soon as she got clear about who needs what she offers and would be willing to pay, her sales conversations began to convert. Within weeks she was able to sign more clients than she’d ever signed in her business and she discovered the art of selling to the right prospects.
Has this ever happened in your business? Have you found yourself having conversations with the wrong prospects? How did you turn it around?
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