Most of us think we have a marketing problem. Most of us think we have a leads problem. In my humble opinion, it's not really a leads problem. What we actually face is an offer and sales process problem. Often, we think, "If I just had more leads, everything would be better." But at the end of the day, the issue often lies with the offer not being compelling enough.
Three Key Questions to Consider
These three questions might quite frankly be the most important aspects to consider:
- Who is our ideal client?
If we could only serve one type of person, who would that be?
- What problem do they have?
It's not about our solutions or how we can serve them. What is the problem that keeps them up at night?
- How do you crazy over-deliver in solving their problem?
Communicate effectively to your audience. Explain that you're aware of the issues that concern them and offer a compelling solution. At the end of the day, people don't care about the details, they care that their problems can be solved.
By focusing on these questions, we can better align our marketing efforts and create offers that truly resonate with our target audience.
Conclusion
In summary, reevaluating your approach to attracting and serving clients can reveal that a leads problem is often really an offer problem. By understanding your ideal client and the specific challenges they face, you can craft compelling solutions that not only attract more leads but also foster deeper client relationships.
Full Transcript
Most of us think we have a marketing problem. Most of us think we have a leads problem. And in my humble opinion, we don't have a leads problem. We actually have an offer in sales process problem. I a lot of times will say, man, if I just had more leads, I would be better. But at the end of the day, those leads usually are because the offer that we have is not amazing. So these three questions quite frankly could be the most important slide that we go through. Number one, who is our ideal client? Who, if we could only serve one type of person, who would that be? Step number two, and this is really, really important. What problem do they have? Not what are our solutions, how we can serve them. I don't care about that. What problem do they have? What's keeping them up at night? So then the third question, this is where we all love, right? Is how do you crazy over-deliver solving their problem? But it's like, how do we communicate to them? Like, you're laying in bed thinking about this, and this is how we can solve your problems. Because at the end of the day, majority of people don't care what. They just care that it can be solved.
