This is a belief I used to have that DID NOT serve me. I used to think that our best customers could be found. I just need to market hard enough to find them.
Maybe they are busy professionals or business owners or people who are 10/10 committed to change. I used to believe the perfect clients were out there waiting to be found.
But I’ve changed my mind on this topic. That’s a sign you are growing and learning. There’s nothing wrong with changing your mind.
Now I believe that our best customers are MADE by us. If I’m honest, none of our clients walked through our doors as ideal customers. We made them into an ideal customer by leading them. We SHOWED them how to be an ideal customer.
- They came in thinking cardio is superior, we had to lead them to resistance training.
- They came in thinking carbs are evil, we had to show them why they aren’t.
- They thought double workouts yield faster results, we had to educate them on the importance of rest and recovery.
- They came in thinking raspberry ketones burn belly fat, we had to educate them not to waste their money on that BS.
We don’t FIND our ideal customers, we CREATE them.
You need to become a factory that cranks out ideal customers all day long. Instead of looking for people who are ideal customers now, create a system where they become the ideal client in the future. By teaching them HOW.
First, you need to get clear. What is an ideal customer to you? Make a list of how they act, how they think and other things that make them ideal.
Next, you need to recognize those actions and mindset. What gets rewarded gets repeated. Create a system of recognition to encourage people to move in that direction.
Finally, you want to ask ideal customers for referrals since they probably have more people in their life similar to them. Since you have a system for building ideal customers, you can bridge any gaps that exist.
We often think of the ideal customer as the person at the buying stage of their journey but it continues in their engagement with the service from Day 1 and beyond. They can continue to become more and more ideal from your leadership.
I hope this helps you to build your business to be even stronger!