Original subtitles

hello and welcome to session No. 3

in this session

we are talking about your ideal client

so we call this the Dream Client Workshop

how to identify a river of your ideal clients

or prospects who are waiting to buy from you now

or in the very near future

so in this particular class

we want to make sure we're speaking to the right people

because if we speak into the right people

and who have the same problems

that we're trying to answer

it's an easier way to sell and attract them as well

before I go on

just a quick reminder about the sales dashboard

so remember

your sales dashboard is there for you to complete

each and every day

and if you get into the pattern

into the habit of completing it every single day

you know what activities you really need to focus on

and let me remind you

that if you need to change the head ins to suit

then do that

but at least you know what you are tracking

so what is it ideal for you to track

change the headings

or just follow for the entirety of this program

so that you get the full benefit of the program

and how you

what results you've got towards the end

so make sure you're doing that

any problems

as always email support at mindspacecoaching com

or jump onto the coaching and mentoring session

during a week to get your questions answered

last session

we talked about key actions that you must take

one was complete your sales dashboard daily

the second thing was think of who your ideal client is

and once you've thought of who that is

then you have some clarity

we're going to go deeper into that in the moment

the next thing is write down what their key problem is

what is their key problem

that was an home action that you had to take and

and then write down what the emotions are in relation

to those problems

if you haven't done these key actions

the next part in this session you may find difficult

so go back to session No. 2

do it fully

answer these questions

and then come back to session No. 3 thank you

so in this session

we're talking about your ideal client profile

so in other words your ICP

as we like to call it

so how do you identify who the right client is for you

well we're gonna go through a process right now

and I want you to sit and relax for a moment

and close your eyes

now I want you to listen to my voice

and as you have your eyes closed

you're sitting up straight

sit up straight

close your eyes

breathe normally

I want you to think of your ideal client

so this is a person

just one person

think of one person

don't think of a myriad of people

just think of one person who has the problem

that you identified in the last session

think about them

just think about this one person

if you could give them an age

what age would this person be

and it's a specific age

so not 25 to 45

no that's a broad age

I'm talking about someone

keep that person in your mind

you're thinking about this person and this person only

what's their age is it 40

is it 35 is it 39

it doesn't matter

pick a specific age of this ideal client

and the ideal client

is someone who's gonna readily buy from you

when they hear about your offer

the solution you have

when you can clearly articulate

the problem that they have

then you know they've got the money

they've got the time

they've got the where

with all to actually buy from you

by the solution you have

so keeping your eyes closed

what's the age of this person

what's the occupation in other words

what do they do for a living what work do they do

is it a man or a woman

what's their gender

so describe the agenda

keep that in mind as well

so as you close your eyes

imagine these

these this thing

and if you need to rewind and watch it after

the closed eye session

then certainly do so

also think about their job title

what job title do they give themselves

and now this is different from the occupation

so their occupation could be architect

what's their job title

it could be company director or it could be principal

or it could be senior architect

so the job title

can be different from the Iraqi occupation

keep this person in mind

what's their marital status

are they single

in a relationship

so describe their current marital status

or their relationship status

what's their annual income

how much does this person earn annually

now if it's their own business

how much do they pay themselves annually

how much do they earn

and if they're employee

then also what is their annual salary

what's today

how much do they earn each year

do I have children and if so how many children

and get very specific is it three children

two children seven children

what are the ages of the children

so if they do have children what are their ages

is it 5 7 10 or their children 20 30 25 45

who is this ideal client for you

how many children do they have if at all

what's their level of education

so do they graduate high school or didn't graduate

graduate high school

do they got do they have a college degree

a university degree

do they have a postgraduate training or degree

do they have an MBA PhD

what is their level of education

so clearly identify that

where is this person located

are they located in your particular town

give your town a name or is it your city

give your city a name or they

or is it a particular region

or is this person

where do they live

where do they live

so what's important to you

that they live in a particular region a city

a country a particular country

what is relevant to you

so just be as specific as you can

do they have a religion

and if they do have a religion

what religion do they follow

or are they spiritual

or do they have a faith or no faith

so if they don't have religion

that's fine as well

so just be clear on who this person is

I'm giving you some guidelines

some pointers to help you to identify

and get clear on your ideal client profile

what social activities do

does this person get involved with

in other words

in their spare time

if they have any spare time

what social activities do they get involved with

do they play golf

does this person play tennis

do they are they part of a hobby club or a reading club

do they like hiking

do they like mountaineering

do they do some kind of sports

martial arts

football soccer

whatever it is

what do they

what social activities do they get involved with

or do they meet up with their friends in a spa

so get clear on who this person is

and also what is this person's aspiration

or aspirations

what do they aspire to be

aspire to have

and aspire to do

what are some of their dreams

their goals that they have

that's very

very important to them

get clear on that

and it's so

so important you get clear on who this person is

because it's going to help you

more in your marketing and your sales

also think about some of their top goals

what is this person's top goal for this year

for the next three years

what's one of their top goals

and it could be simply to travel the world

or one of their goals could be visit Hawaii

one of their goals would be

maybe grow their business to $1 million a year

maybe one of their goals is to lose 10 kg

in the next six months

what is one of their aspirations or goals

get clear on that

also think about

this person with your eyes closed

think about that

some of their values

what are their top values

in other words

what is it they find so important

what's some of the most important things

for them in their life

so for example

some people value

their health

they value freedom

they value honesty

they value family

wealth money

they value clients

they what is it they really

really value

and get clear on that okay

because you'll be able to use that language to them

when you understand it

thinking about this ideal client

furthermore

what are their sources of information

in other words

where do they get their information from

and it could be various sources

is it through books magazines

blogs websites

conferences

experts gurus

where do they get their sources of information

is it Facebook

Instagram LinkedIn

is it through YouTube

is it any other social media channels

is it a particular expert they listen to constantly

where do they get their source of information

where does the source of information come from

and looking at also

we talked about this in the last session

what are some of their problem points

their pain points

and their pain points is specifically to do with

something that irritates them

something that is inconvenient

something that just keeps them up at night

or something that worries them constantly

what's that

what's the pain point

they have something that just annoys them

that they don't want that thing to be there any

any more so identify two or three pain points

because if you can really understand their pain points

and you can articulate it

you can attract the right people

because you'll use the right language

in your communication

which we'll talk about in other sessions later

now the often when you present something

they're gonna say no or they're gonna say yes

we call these objections

now if they say no

it's an objection

it's not that they say no to you

but they saying that

maybe the objections they use are often to do with

price like I can't afford it

it's too expensive

or it could do

it could be to do with interest

you know we're not interested in that

we already have that product

we have got something that works for us fine

it could be to do with time

the um don't have time to do this

I don't think I can commit the time to do this it's um

it's gonna take too much time

or it could be

this is not the time we buy this product

we buy it April each year

so what are some of the key objections they would have

about your particular products or service

and so get clear on that

because if you can answer that upfront

it actually overcomes their objections

or their rejection of your service

okay but it's more of an objection

so what are they

get clear on that

why would someone say no to the solution

or the offer or the service that you are presenting

why would they say no

now you've answered all these questions

I want you to think about this ideal client

and I want you to give this person a name

if you could give this person a name

what name would you give this person

now why is that important

because whenever you're going to write

any kind of marketing material

whether it's a social media post

or you're going to write an email

or you're creating your website

you're going to have this person's name in your mind

so for example

if this person's name is Anna

and you know Anna is 39 years of age

Anna has two children

Anna has both her children age 8 years

8 years of age and 10 years of age

and you know that

you're clear on that

she spends a lot of time on Facebook

she follows Anthony Robbins

you know if you're clear on who Anna is

whenever you're going to write a email

or any kind of blog or anything

or do a YouTube video or create any kind of content

have Anna in your mind

when Anna reads this and sees this

will she be able she relate

so have your ideal client

in mind when you create anything

that's why we put in a name to it

so as you're going to create the video

or you gonna type it

will this person

am I talking directly to this person

and will they get it

and if you're not talking to this

write this person

then change your tone and fix and fixate on this person

you'll serve them more

you'll have a better response as well

once we've got our ideal client identified

the next big thing in terms of prospecting is

we need to decide which niche we're going to go for

so what we want to do is provide a specialist

specialized service for a small niche of people

a small group of people

a very targeted group of people who

when they come across your solution

your service

think her that's what I need

and I didn't realize

I need that

that's what I want

I and I I've been looking for this

I'm so glad you're here

so we're gonna focus on this group of people

and let me explain

as you know

it's a very crowded marketplace

doesn't matter what service or product you're providing

it's a crowded marketplace

and the way

the analogy I like to use is

imagine that as a big ocean

and this large ocean has got many fish

many fish big fish

really really big fish

really large fish

and got small fish

and when you are in that marketplace

you could be a very small fish in that big ocean

in other words

there's so much noise going on

you may not be heard

the what if you did what we teach

which is okay

instead of becoming

instead of being the small fish in a big ocean

and fighting and competing with all people

with everyone

wouldn't it be far better

to be a big fish in a small lake or a small pond

in other words

that small lake or that small pond

has all your ideal clients

and all your ideal clients

in that small lake

is your niche

is your targeted group of people who love you

will love you

like your product

like your offering

will want to buy from you

and you become the big fish in that small lake

in other words

people talk about you

people refer you

because you are talking to this group of people

who have the same type of problem

so we're gonna go deeper into this

now in order for you to establish your small lake

and you becoming that big fish in a small lake

what we're going to do is

we're going to do what we call a narrow niche

so I'll explain what I mean

and the process we're going to use is called

five levels deep okay

and the deeper we're going

the clearer we get on our niche

eventually the more money we will make

let me give you an example

so at the first level

someone would say

could say look

my niche is six figure business owners

now how many

business owners are out there who make six figures

there are going to be hundreds of thousands

a lot a lot

okay so this person can then say okay

maybe it's not

I can't speak to all the six figure business owners

around the world

maybe that's not my niche

let me narrow down a bit

okay I want to speak to six figure business owners

who are married with children

okay okay that narrows it down a little bit

they're married with children

so what this person's saying is

I don't want to speak to my niche

ideally are people who are married with children

and they run in a business

now is that different

from someone who's not in a relationship

not married no kids

has a lot of freedom trying to run their business

yeah it's a different

it's a different language

it's a different thing

that you were saying to this group of people

let's go deeper

let's go a third level deep

okay now this person is saying

I want to speak to

and I want to work with

six figure business owners

who are married with children

and they are

they have a service based business

in other words

they don't have a manufacturing business

they don't have a product based business

they're not selling products

they don't have a factory

they not doing any kind of manufacturing

they are service based

in other words

they provide a service to their clients

not products or anything like that

so that even narrows it even further

let's go a bit deeper

number four

fourth level

it could be

six figure business owners

married to kids

who are service based

have who have more than five employees

now the six figure business owners with

just working on their own

is very different

from someone who has five employees or more

okay let's go to a further level

5 levels deep

you can go 6 7

8 deep if you need to

if you want to

but five levels deep

gets us even more clarity

so what we're saying

this person saying look

I wanna work with six figure business owners

who are married with kids

with a service based offering

with more than 5 employees

based in where

based in London

based in London

now that narrows it down even more

now the benefit of this is

now we know who the ideal client is

we know also the type of

we want these type of clients

who also have

who are who have this criteria we have

in order to create our narrow niche

and our narrow niche is who we are going to go after

whenever we advertise somewhere

for example

you advertise on Google

or you advertise on

LinkedIn or Facebook

they'll ask you to describe the people

the fact factors

the criteria you're looking for

and you'll be able to select it

so that means

your message will go to only this type of people

rather than everyone

in other words

you will save money

and not squander money

not waste money

because you're talking to the right people

who have the right

who have those problems

and you have a solution to

for them so

that's the end of this session

so what I want you to do

is make notes

on the key actions

to take this week

okay remember

take actions every day

don't wait till the last minute

and again quick reminder

complete your sales dashboard

put numbers in

zero is also a number

get into the habit

put in zeros in 1 two 3

whatever it is

in every white cell

that we have

complete your ideal client profile

if you need to watch this video again

watch it and

get clear on your ideal client

because you're going to need it

in the upcoming sessions over the next few weeks

now also identify and complete

your narrow niche

your deep your five level

levels deep

narrow niche

so starting from level 1

level 2 level 3

go deeper and deeper

and deeper again

if you have any questions

email support at mindspacecoaching com

or make sure you join in

the conversation

in regards to the coaching and mentoring session

every single week

also write down

first of all

identify then write down

five places

where you can find

your ideal client

five places

where your ideal client hangs out

or spends time

or where they will be

so for example

if the this person

looking for

6 figure business owners

based in London

who are married

with kids so

they may be on a golf course

that person

may be at a tennis club

maybe that person spends a lot of time on LinkedIn

maybe it's a social media channel there on

maybe they read a certain

magazine you know

British Airways

High Life for

for example

they may read

cosmopolitan

I don't know

but they maybe

they read a certain magazine so find it

establish five places where they

either consume information

or they have social activities

or business activities

or associations

that they belong to

so why is that important

because once we identify

these five places

we can say okay

the best place

for us to do

our marketing

or advertising

is actually

through that particular channel

because that's where they are

and that's where they're going to see it

you're gonna save money

and you're gonna make a lot more money

so well done

for coming to

the end of session No. 3

and I'm excited to share

session No.

4 with you later

but for now

take the actions

watch this video

if you have to again

and until we speak again