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3/12/18
1
What You’ll Learn
• Choosing your ideal client
• Understanding their problems
• Creating your solution
• Mapping your engagement process
Your Ideal Client.01.
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Problem
Lost in the crowd
Problem
Can’t show deep knowledge
Problem
Can’t systemise your service
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THE RESULT
Lack of connection.
Get this right
Stand out
Get this right
Become an expert
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Get this right
Drive efficiencies
THE RESULT
Create a compelling solution.
Understand
Your target is not your market!
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Who are your ideal
clients?
• Demographics
• Income
• Employment
People only buy to solve problems.
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Become an expert in your
customers problems
• List 100 problems
• Top seven problems
• Top three problems
• Main problem
Put it to use
The ultimate problem
Put it to use
The ultimate result
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Put it to use
Great for content
Service Options.02.
Problem
Difficult to explain
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Problem
Increasing the intangible
Problem
Can’t work efficiently
THE RESULT
Services not profitable and non-compelling.
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Get this right
Complete clarity
Get this right
Make your service tangible
Get this right
Systemise your process
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THE RESULT
Efficiency and profit.
Nail your serviceFix your service options as much as possible
Plan like a boss.
Nail your serviceProcess map and drive, scale like a mofo
Plan like a boss.
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Nail your servicePrice profitabilityPlan like
a boss.
Nail your serviceChoose what to do and what to refer
Plan like a boss.
My pricing tips.
• Dollar based fees
• Put it on your brochure
• Base on value
• Don’t doubt your service
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Planning ProblemsMy service
Client Engagement.03.
Problem
Working to someone else’s schedule
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Problem
Wasted time
Problem
Talking to the wrong people
THE RESULT
Inefficient operations.
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Get this right
Work on your terms
Get this right
Maximising your time
Get this right
Work with ideal clients
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THE RESULT
Optimise your input.
Engage like a bossScreening intro callPlan like
a boss.
Nail your servicePaid intro sessionPlan like
a boss.
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Nail your serviceCreate your sales brochure
Plan like a boss.
Nail your serviceProcess map your servicePlan like
a boss.
Planning Problems
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Nail your serviceBook your meetings up front
Plan like a boss.
Nail your serviceCharge a depositPlan like
a boss.
Nail your serviceChoose what to do and what to refer
Plan like a boss.
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Create a compelling
sales brochure.
• From problems work
• Cover your product method
• Cover your process
• Build trust
• Focus on benefits vs. features
• Outline costs
Your Next Steps.04.
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Where to From Here
• Choose your ideal client
• Deeply understand their problems
• Create your solution
• Engage like a boss