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A Secret to Closing More Sales

By Diana Long

Republish: EasyPublish™ Published: 16Mar2009 Word count: 497 Viewed: 296 time(s) Get Free Content For Your Site

Would you like to have a rush of perfect clients lined up to purchase your products and services? These ideal clients LOVE working with you, are happy to pay your fees, and become raving fans of your products and services. Yes? I thought you might!

Here's the secret to making this happen in your own business...it all starts with knowing who and what your customer wants. A big mistake that business owners make is creating products, programs etc from their own perspective forgetting to check in with the actual person who would buy these things! Seems like common sense doesn't it?

Do you know who your ideal client is?

I mean really know who they are, what they think, what their biggest challenges, pains and fears are? What are their ambitions, interests and motivators?

Here's how to get crystal clear on your ideal client:

Create a list of all the characteristics of your ideal client. A fun way to do this is to give your ideal client a "name' so they become even more real to you. You can base this ideal client on a current or past ideal client you've worked with or create a combination of ideal client traits from a few of your past clients. Write down everything you can think of to describe this person: what books & magazines they read, TV they watch, personal interests, where they live, married, single, have kids?

Then go deeper into their "psychology" what makes them tick? What pains and desires do they have? What are their fears, concerns, challenges? Put yourself into their shoes. What is keeping them up at night? What problem do they have that they need solved?

Here's 3 Easy and Effective Ways to do Market Research:

1. Interview 5 people who are a match to Ideal Client-Schedule a time for a phone conversation. Create a list of 20 questions to help you to understand them as a client.

2. Survey Your List-The best way to find this invaluable information is to do a simple survey. People are so busy these days, so create a super simple online survey (www.surveymonkey.com is easy to use) and offer an incentive such as a 30 minute consultation or other gift.

3. Collect Media Kits-Request media kits that magazines offer at no charge. These magazines have done extensive research into their target market. You'll learn so much about your ideal client this way.

Now you've got the secret! You know your ideal client SO well that when you communicate with them in sales copy or a sales conversation you actually connect on a very deep level. The potential customer feels like you "get them" they feel heard, they feel confident that you offer a solution for their problem.

People, study your people. Know who they are and what they want so thouroughly that your programs, products and services are so valuable and irresistible that they whip out their credit card because they can't wait to work with you! It's win-win for everyone!

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