Making Your Offer Irresistable

In my previous post “Are You A Home Based Business Entrepreneur” I covered the Number 1 mistake that people make when they start up their home based business. That was creating product first when they should be considering the “market” first.

Here is the second mistake that most people make… they are running a “Me Too” business.

In my experience most people in business are doing a good job, providing quality products and friendly service, but what they are failing to do is influence  the client to choose them above anyone else.

Whatever your Niche Marketing idea is, you have to make sure there’s enough of a want or need for it (”need” is always better, by the way – people can always shrug off a “want”).

It is so important to make sure that your target audience is big enough and hungry enough – then go to work!

The place to start is to find out exactly what the fears, frustrations, want, desires and needs of your prospect really are and then offer them a solution in a way that persuades them to take action.

You need to market your product or solution to them in a way that has them clamouring to;

• place and order,
• pick up the phone,
• request a free report, or
• make an appointment

In other words take some positive action towards the solution that you are offering them.

Your goal is to make your business distinctive – positively distinctive – to get your customers and clients to see your business as offering a superior benefit or advantage that no other competitor offers them.

Something very valuable, very desirable, very important, very precious and meaningful to them that is not available anywhere else.

So the question is what are the biggest fears, frustrations, wants, desires and needs of your prospect?

What is it that keeps them awake at night?

And… How can you solves this problem for them in a way that none of your competitors can?…

These are tough questions I know but… without the answers you will be a “ME TOO” business  providing “ME TOO” solutions and you don’t want that… if that’s what you have then you leave your customer no other alternative than to shop for “price” and price alone.

So it’s time to take out a pen and paper and start working on these questions… I suggest you go and sit in a sunny spot in your favourite cafe and get to work….

And I’ll see you In the Cafes of the World.

The Ultimate Cafe Latte Lifestyle

I just spent an awesome morning with a fantastic group of women in business at one of my favourite Cafe’s here in Perth, Western Australia.

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Finding Your Ideal Client

Now…I hope you’ve been thinking about your Dream Business….because believe me it’s possible…first let’s begin with how to get started…the right way.

Most people start their business for the wrong reasons –

• they love clothes so they buy a boutique,
• they like cooking so they start a restaurant,
• they like nic nacs so they start a gift shop

No wonder so many business fail within the first 5 years. This is the hard way to do business – because it is starting at the wrong end.

The best way to start a business or any new venture is to “Begin With The End In Mind”.

The best way to start a business is to first find a starving crowd and then feed them, and do it so well, give so much value that they keep coming back for more.

Doing it any other way is like a farmer going out into his yard and scattering grain hoping that the chickens will come.  In business it really is a case of finding the chickens and then feeding them the right grain.

Most business go out and get the grain and then wonder why the chickens don’t come knocking at their door.

Of course if you already have a bunch of clients then the best thing you can do is find out what type of grain (product or service) they need in order to thrive.

The first thing you should be looking for is a problem that is shared by lots of people and then set out to solve their problem – sound too easy – doesn’t it.

Let’s look at it this way – people will only buy something if it:

1. Solves a problem
2. They really, really want it
3. They have a fear and they need a solution
4. They have a frustration that they want to go away

In other words what are their greatest – Wants Needs Fears and Frustrations?

How do you find your target market or your ideal client?

1. You should be offering what you do best (your niche)
2. To a group of people (your ideal client)
3. Who hang out together in some organized fashion  (your marketplace)
4. Who desperately need and will pay for what it is that you offer (your target or niche market).

So a good definition for your niche or target market would be:

“Your target market is composed of individuals and businesses that have similar interests and needs, that can be readily identified and can be easily targeted and reached.”

Whatever  target market  you choose to pursue, make sure it involves something you either care about or want to do.

There are so many choices and opportunities out there that you should be able to find the fit between a money-making business and your passion and talents.

You’ll make much more money attracting a smaller stream of ideal prospects to your business or service  than a deluge of wrong ones.

This is the key to operating a successful business. The more focused you can become in defining what you do and in describing the group who needs what you do, the more effective your marketing becomes. Weeding out all those prospects who don’t fit your niche, target market, or ideal client profile will leave you with a much better qualified pool of prospective clients.

So when I  speak to you next I want you to be thinking about “who is your ideal client”.

See you in the Café’s of the World!