(ARTICLE): Finding People Who Will Happily Pay What You Want to Charge Is Easier Than You Think

BE FINDABLE:

This is the big idea about finding your ideal client — they will find you.

You have to understand that you don’t know your ideal client until they show up and start paying you for your service.

This makes trying to find them very tricky.

Most people don’t find their ideal clients because they are assuming needs.

And the moment you start appealing to an audience that doesn’t have your ideal client, your ideal client will always look away from you.

However, your ideal client is closer to you than you think. You just need the right strategies to get them looking in your direction. Here are some of them:

VISIBILITY

Visibility is very important when seeking your ideal client. You have to be in a position where you can be seen.

This is because they want to find you.

YOU MUST APPEAR IN THE PLACES WHERE THEY WILL BE LOOKING.

If you don’t know what they want and where they are looking, how can you become visible to them?

Very simple.

You assume what they want.

Isn’t assumption a bad idea?

Assuming the needs of your ideal client is a bad idea when you are planning to win them as a client.

But it is a good idea when you are just playing for visibility.

The beautiful thing about assuming for visibility is that you never get stuck on one assumption. You can keep changing your assumptions until you get the right trigger.

Becoming findable is not about running ads everyday.

You could if you have the budget.

But that is such an expensive way to be found.

You just need to show up instead. You can run content online or anywhere else just to get things going in the right direction.

- YouTube (this is the best one)

- Instagram

- Twitter

- Snapchat

Snapchat is good, but it’s not the best and it’s the HARDEST.

Snapchat will only promote their verified users. If you’re a regular Snapchatter, no one will find you unless people share your account (not easy) or you pay people to shout you out.

The other 3 are the best options because those applications have an algorithm which will promote your content / service / product based on the amount of engagement it’s receiving.

Build up a huge library of resources around the assumed needs of your ideal client.

If your business is offline, you don’t need any expensive online thing.

Focus on the offline visibility platforms that you assume your ideal client will go looking for.

Ask Your Audience Proofing Questions

There is a reason for not starting with defining your ideal client.

The definition is an assumption. And it can be very misleading.

You start chasing the wrong people and wonder why things are not working.

Instead of doing that, just decide how much you want to charge and start making yourself visible. Then, you go one step further to ask proofing questions to know whether you are speaking to the right audience.

If you want to charge £1,000 for your service, and they start telling you how their previous service provider who charged £650 is ridiculously expensive.

You know that you are talking to the wrong audience.

Nothing is wrong with them. Nothing is wrong with you. But you are just not a good fit for each other.

So, you strike that out. Most of the time, it is not the audience that is so thrift with money.

Instead, it is you that is either not presenting the right value or you are tying your service to the wrong result.

If you are ever in doubt, ask. If you are confused, ask. If you are very sure, still ask your audience. The “very sure” is often a trap.

Talk To Strangers

This is one of the most valuable business ideas you will ever find anywhere.

The money you want is in the hands of a stranger.

Build a framework for this into your everyday tasks.

You must talk to strangers every day if you are in business.

- Dm potential clients

- Call potential clients

- Send emails to potential clients

You must talk to strangers every day if you are in business.

- Talk to strangers in millionaire environments.

- Talk to strangers in business environments.

- Talk to strangers in industry-specific environments.

- Always remember that you don’t know who your ideal client is.

One conversation with a stranger in the right environment can change your definition of an ideal client forever.

Sometimes, it is not about the money.

There are some flexibilities that if someone doesn’t tell you they exist, you will never know.

Create a system for talking to strangers. And always make it a deep conversation, not a general conversation.

And as much as possible, make it a voice conversation, not chat. Face-to-face is the best.

Collaborate With Others and Incentivise Referrals

There is a business (or person) that already has your ideal clients.

Find that business (or person) and collaborate with them.

This is the best way to finding people who will happily pay what you want to charge.

Serve people already paying for something complementary.

Come up with a win-win deal for everyone involved.

The business you are collaborating with already has all the details about their customers. So, you know exactly how to serve them.

When you get that first surge from collaboration, the next thing to do is to

incentivise

the customers you have to bring in more.

But you must incentivise them with something they want — not something you have that you think they will value.

When you want to incentivize people with something you have, you have to make them want it first.

They must see the value and usefulness. If you are the only one seeing it, your offer will not be compelling.

CONCLUSION

Finding people who will pay what you want is easy.

First, you have to understand that it is about them finding you, not you looking for them.

So, you must be findable.

Decide what you want to charge. Ask your audience questions.

Talk to strangers. Collaborate with others. And incentivise existing clients to get you more clients. (Referrals)

Till next time.