Congratulations!
You have completed the first block of the Working ON My Business program – WORK SMARTER, NOT HARDER…
I hope you already noticed how your thinking and working have changed (for the better). Now it’s time to use the mindset and strategies you learned in the last few weeks to start working on the next block of the program…
Your Ideal Clients – Part 1
To get you started with the process, please watch this Business University lesson: WHY Ideal Clients and How to Define Them:
Let’s start with your MINDSET…
WHY Ideal Clients?
In the video above I gave you 7 of MY reasons why I would choose to work with Ideal Clients…
This video was taken a few years ago, when I believed we should invest 80% of our energy, time and resources on the 20% of the clients we consider Ideal.
That’s no longer the way I see it, but it might be a very good starting point for you.
For full disclosure…
Today, we choose to work ONLY with Ideal Clients.
So, 100% of our energy, time, attention and other resources is dedicated to those that we consider our Ideal Clients.
And… if someone proves not to be an Ideal Client based on our new definition, we gently, but firmly let them go.
Our plan is to keep working with each Ideal Client for minimum of 5 years, supporting them through their business growth, and teaching them to become resilient and thrive in a world that becomes increasingly unstable by the minute.
And… Our plan is to stop ANY marketing or sales activities, so 100% of all new clients will come referred AND recommended by our current Ideal Clients.
It was scary to make this decision and commitment, and I can’t share yet about the long-term effects of it… but I can honestly say, that I have never been happier in my work and business relationships.
Take some time to think, IF introducing an Ideal Clients Strategy is a good idea for you and for your business, and if yes – become very clear on the WHY… and the WHO…
And if you decide to go for it, then…
Set your GOAL for this week…
Here’s a great goal for you:
I am going to become the Ideal Provider for my Ideal Clients.
How’s that for a 5-day challenge?
Choose the STRATEGY you will use…
If you have never clearly AND explicitly defined and communicated an Ideal Clients Strategy (or policy), here is the 5-step process you should follow:
- Find your compelling WHY
Why is it important for YOU to focus on Ideal Clients?
Some ideas are in the video, but make your own list; - Define WHO is your Ideal Client
See our (Open Circles Academy) example in the video; - Commit to your VIP Club/Inner Circle/Ideal Client Program
What part of your business will be serving only Ideal Clients?
E.g. 100%, 50%, 20%, only new clients, only for a specific product/service, etc… - Transform your “everyone else” clients to Ideal Clients
What can YOU do to “push” those who are not yet Ideal Clients – to become more ideal…? - Let go of your “flop” clients
How will you “get rid” of those flops?
E.g. say “goodbye” by the end of the year, say “goodbye” now, refer them to someone else, give them an “ultimatum” to change/take a certain action and if they don’t – say “goodbye”…
And again, we’re going to use… the Idea Generator
Remember – your brain is an answering machine… so each day of the week, we’ll give it another question (see the Implementation part below).
PLAN your actions in your agenda…
Your next step is to physically plan this process in your agenda.
Plan to invest 10-15 minutes EVERY DAY in the coming 5 days to follow the process above.
AND… You will need to plan 2-3 hours to actually implement the first phase of your Ideal Client Strategy.
Now it’s time to IMPLEMENT…
Take 10 minutes, right now, and…
- Day 1 – come up with at least 10 answers for why do you want to work with Ideal Clients and make a decision IF Ideal Clients is what you want to go for;
- Day 2 – come up with at least 10 ideas for WHO is your Ideal Client (qualities/behaviors) and choose the 3-5 qualities that are most important for you;
- Day 3 – come up with your commitment for Ideal Clients
E.g. from now on every new client must be an Ideal Client, or 50% or only for specific product/service, etc… - Day 4 – come up with at least 10 ideas how to ‘transform’ your “everyone else” clients to Ideal Clients and choose your preferred strategy;
- Day 5 – come up with at least 10 ideas how to deal with your “flops” and choose your preferred strategy;
In your 2-3-hour Implementation Session – put it all together:
- Prepare your communication to your Ideal Clients (let them know that they are, and your plans for them) and commit to HOW and WHEN you’re going to send it;
- Prepare your communication to your “everyone else” clients (what steps you/they should take next) and commit to HOW and WHEN you’re going to send it;
- Prepare your communication to your “flops” (whatever you chose to do with them) and commit to HOW and WHEN you’re going to send it…
Each day share with us in the comment box your ideas, actions and commitment.
My commitment to you…
- I’m looking forward to read your process and ideas below;
- I will be there for you on Wednesday to support you with any question, challenge or setback you encounter;
- I’m looking forward to celebrate your progress and results on Friday (I’m curious to hear the strategy you’ll come up with).
Live fully, stay awesome,
Nisandeh
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MY Goal for the week: I AM GOING TO BECOME THE IDEAL PROVIDER FOR MY ideal clients
Day 5 – This is how I wish to deal with my flops
1) I reject flops from the beginning, explaining why I reject them so they can choose to come back once their attitude has changed
2) I make my services flop proof (payment up front, communicating my business rule clearly etc)
3) I use platforms which ensure that flops are dealt with in the correct manner.
4) I make use of brokers who ensure that my assignments are assignments of ideal clients
5) I write my communication towards ideal clients
6) I describe my products and services using words of my ideal clients
7) When using mailing lists I ensure I have removed all previous flops from it
8) I ensure that only my ideal clients are interested in my products and services (based on my houserules/business rules/sign up criteria's, payment terms and conditions etc.)
9) I check previous reviews of my customers if there is any and ensure that the one with a negative review are not accepted
10) I communicate clearly which customers I work with and which I don't.
11) Should a flop enter my process unexpectedly, I review my proces and adjust where necessary to prevent future flops.
My preferred strategy;
2) I make my services flop proof (payment up front, communicating my business rule clearly etc).
3) I use platforms which ensure that flops are dealt with in the correct manner.
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MY Goal for the week: I AM GOING TO BECOME THE IDEAL PROVIDER FOR MY ideal clients
Day 4 – How do I intend to ‘transform’ my “everyone else” clients to ideal clients
1) I'll amend my products and service where necessary to attract my ideal clients
2) I'll communicate openly what my ideal client is and thereby creating consciousness amoungst my clients
3) For my Airbnb and Happy Villages I'll communicate more on social media to attract my ideal clients
4) I'll gently but firmly guide my present clientbase in the direction of the ideal client
5) I reject flops from the beginning, explaining why I reject them so they can choose to come back once their attitude has changed
6) I'll make a choice to use platforms which facilitate my ideal clients
7) I'll make a choice to work with brokers who are the preferred supplier of my ideal clients
8) I'll observe closely at what point a possible ideal clients turn into a flop. Once identified I'll look into the possibilities to amend the process ensuring that the customer becomes an ideal client.
9) I'll provide clear instructions on my expectations towards my customers and what they can expect from me when entering into a partnerschip. In this manner I'll expect them to be my ideal clients. And if not, I will remind them of our agreement. If they still do not act accordingly (I have never experienced this), I will break the connection immediately.
10) I'll make arrangements where possible to have customers pay up front. I do this with my B&B and this works perfect choosing a payment methods which works for me. For my OptimizePeople customers this is not possible. They make use of backwards billing system but sofar I've always got paid.
11) I amend my services according to customer feedback thereby making myself and my services more attractive to my ideal clients
12) I'll make sure I always overdeliver and make my customers feel very special which will create great reviews and referrals.
My preferred strategy is
11) I amend my services according to customer feedback thereby making myself and my services more attractive to my ideal clients
12) I'll make sure I always overdeliver and make my customers feel very special which will create great reviews and referrals.
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Day 5. Let go of your “flop” clients
There are no 'flop' customers. In a webshop you cannot refuse customers. Though ofcourse there are customers I would rather live without. I cannot get rid of my 'flop' customers, but I CAN try to make sure I attract top customers. Customers that get where I am at. So what I am trying to do is focus on getting my message out, my philosophy and in doing so trying to attract likeminded people.
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Since a was on holiday (they certainly under delivered badly… ) I’m doing the exercises from last week now. I’m really happy with this exercise since my new program ‘FIRST LEGION’ is build on the thought of getting only ideal clients.
Day 1 – Why do you want to work with ideal clients
1. Gives me energy
2. My best products fits them better
3. Makes me want to work harder
4. Will attract more ideal clients
5. Less of a costumer/supplier feel but more a ‘together’ feeling.
6. Progress will be much faster for them
7. Progress will be much faster for me
8. More quality students which makes partner training of much higher quality
9. Don’t have to repeat the same stuff over and over again because they will listen
10. Will do the home work I give them
11. Respect the process
12. Gives meaning
Day 2 – Who is your ideal client
1. Wanting to be disciplined or having discipline
2. Show respect to co-students and teachers
3. Act on their commitment
4. Age 16-26
5. Follow instruction without question
6. Don’t need endless supervision to keep training
7. Pass an entry test
8. Don’t smoke or have other unhealthy habits that reduces their capabilities sport wise
9. Don’t see my trainings as a fun way to procrastinate but really as a way of training body and mind.
10. Refer me to people like them.
11. Respond to questions I ask them
Day 3 – Your commitment
My new program ‘FIRST LEGION’ is already based on 100% ideal clients. At this moment I feel I lack the right marketing tools/means to reach them. So, it looks to flop right now but I don’t believe it will be the program but my marketing right now. If I can’t get it off the ground this season, I’ll go for it next season again. Once this is up and running, this group needs to take over the majority of my students. Want to end up within 4 years with 80% ideal clients.
Some people advised me to lower the bar. I’m not going to do that. At least not in a way that breaks my commitment to gain ideal clients.
Day 4/5 – How to ‘transform’ your ‘everyone else’ clients into ideal clients and how to deal with your ‘flops’
1. Kicking the ‘everyone else/flops’ out
2. Don’t accept flops from the beginning. (try-outs)
3. Notify them that in 2 years the ‘everyone else’ training will stop.
4. Creating a new program in which the majority of the ‘everyone else’ fits as ideal clients.
5. Pushing them into the LEGION training and letting them quit by themselves if they no longer like it.
6. Combining most, if not all, ‘Everyone else’ into one group training.
7. Giving discounts to people who check certain ideal clients checkboxes.
8. Giving discounts to students for referrals which comply with the ideal clients' checklist. (now every referral counts for a discount for as long as the new member stays on)
9. Refer them to other martial arts schools that fit their needs better
10. Talk openly with them about my goals and which way I’m heading and ask them where they see themselves in that trajectory.
11. Ask them what they need to become ideal clients as well
12. Create a course that helps them to become the ideal client
It will be a combination of multiple things. I don’t want to work with ‘flops’ and I’m very clear about that in a nice way. I do have too many ‘everyone else's'. Flops in my school rarely last longer than one season.
Once FIRST LEGION is a success, SECOND LEGION (first year) will start the next season. Will be the same day/time as FIRST LEGION (second year). Don’t want to spend more time but will create time by how I make the program work for me. By the time the THIRD or FORTH LEGION will follow, I’ll push my adults and youth into one group so I can make space for the next LEGION-only students. Slowly LEGION will take over most of the time and old students will step over to LEGION or stop at my school. Probably I’ll have by then another recreational program I can transfer them to. One which they will be ideal clients too.
Implementation Session
I’ll have to plan this implementation session for the near future. Probably next week I’ll make a list of the current ideal clients. For the ‘everyone else’ I’m not sure WHAT and WHEN I want to send them. Too much on my mind since next season is coming close to fast, and these clients won’t change into something profitable for me to spend time on them now. Later on, I can make time to make sure that the action I’ll take then results in some kind of profitable solution.
At the end of last season, 2 flops left my school. I’m now left without flops.
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Day 4:
No idea how I can transform a normal client in an ideal one. Ideal ones are companies (bigger numbers and amounts). I can't tell a private customer he/she needs to accept minimal pieces. They are a completely different world with completely different needs.
For non-ideal clients that are companies: lead them to the tools that helps them to be better informed about our advantages.
Day 5:
1. Use the words of the ideal customer in communication
2. Communicate the way of working to our email list (mail ready)
3. Be clear in personal communication
4. Charge the real complete cost for small orders
5. Make a decision structure
6. Transfer ideal customers over to a new email list
7. Create clearly defined service levels
8. Limit product options
9. Limit product types
10. Think about setting a minimal order value
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Hi Guy,
In order to attract your ideal clients (bigger companies and turnover if I understand you right) you might wish to look into the pain they have and how you can help them solve it. Big companies often use preferred suppliers or assign people by means of tenders. Find your ideal clients (clients who fits your picture of an ideal clients and whom you can help with your offering), find out who their preferred supplier(s) is/are and get in contact with them. Read tenders set out by those companies on the tendersites, in order for you to identify the needs of the companies and use all this knowledge to your advantages once applying for an assignment.
I use to by a management consultant in my former days and these are some of the tools we used to find the painpoints of our customers so we could use it in our communication. In this manner we spoke the language of the customer, clearly showed we new what they where dealing with thereby creating good will and trust.
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Hi Marie-Louise, yes, I've found how this works now (finding answer in the mail and then going to here).
Thank you!
I don't do tenders anymore. That is really purely price driven. I cannot beat the international competitors on price. One of them is even a company of the group of Warren Buffet. They have tons of money. And I've even been beaten directly by a manufacturer in the past.
Filling out tenders is also extremely time consuming. The very unhealthy margins, the enormous work and the very low chance of winning, made me decide not to do tenders anymore.
Being a preferred supplier is indeed much more interesting and that is want I want to become.
Thanks for the tip about still reading the tender requirements and then adapting my message accordingly to their needs.
I don't have much contact with the company buyers. I mainly have contact with the people that realise the project and it are these people that contact me for the items they need. When I can help them, I do a proposal and when this fits their technical needs, they tell their company buyer to create an orderform with the details they provide to their buyer.
Last week I've even sent a few (low cost) items with their order for free as I understood that their order was missing two little parts to make all the items of that order working together. I couldn't let them run into trouble because they forgot to order two cable adapters of a few euro.
So my contacts with the people in the field are good. Now I would like to come into contact with the buyers too to see if I can help them to source more items, so I make their work lighter. It is as you say: language of the customer and making the customer feel understood is key. That works perfectly for the technical people as I know what they are doing, but I would like to know more about the issues the company buyers are confronted with to also understand their challenges and to speak their language.
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Day 3
80 % must be an ideal client.
The rest of the 20 % is welcome when the time cost is shorter than 5 minutes to process.
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I prepared now 2 mails. The first will be send tomorrow and the second about 2 weeks. In the mail I describe in a way with whom I prefer to work with. And in the mail I wrote the changes that will come in my company that will start january 2023. I will start a half-year-traject only with my ideal clients.
I am curious how many will give themself up in the few weeks.....
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Day 5: These are addressed as part of transformation, which is from too much towards less anyone else clients and dump flop clients (if any) and form less ideal clients towards more ideal clients as discussed in day 4. In general I will finish the work of my flop clients and focus to replace them with ideal clients. Then to rate and assess my clients will take some more detailed over-thinking.
Putting stuff together (putting it all together in 2-3-hour Implementation Session), yes sure because this is not scheduled on Friday it will be done on Wednesday next week. In general:
1. Spent time on ideal clients will make my time distribution better and in time lead to higher revenue, this is based on:
o They do not talk about budgets and tasks but ask to think about what you can offer and what it will take money, time and mutual responsibilities. (picked)
o They refer you to other customers. (picked)
o The promote you and your work internally (their organization) and externally. (picked)
o They are fine if you use their name and the projects done for your own personal promotions. (picked)
o They say and mean it at the same time they what to establish a long term relationship. (picked)
2. For will assess all new potential clients and run the 20/80 rule and decide if s/he is a waste of time or a potential investment for something else (gain necessary knowledge or contacts/network).
3. On the balance between ideal clients and flops:
o Phase everyone else client out, so finish what the job and do no solicitation for more work and or tell them sorry to busy the next time. (chosen)
o Analyse the current client base and focus on the (near to) ideal clients first, so if this takes more time, automatically the everyone-else clients can get less time. (chosen).
o Change update product-service market portfolio to make it better match my ideal client viewpoints and experiences. (chosen)
I’ll dedicate 2+ hours next Wednesday to work on this, that is: prepare communication (+ commit how and when to send) towards them (ideal clients, everybody else and flops) and will celebrate this Wednesday evening.
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I like your list Marcel. You have a clear implementation strategy in mind. Good luck with implementing.
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Day 4: Ideas to transform your “everyone-else” clients to ideal clients and chosen preferred strategy.
1. Phase everyone else client out, so finish what the job and do no solicitation for more work and or tell them sorry to busy the next time. (chosen)
2. Discuss the matter with them indicated that ‘my’ expectations around the partnership are different and ask what their observations are and if they are willing to change it.
3. Analyse the current client base and focus on the (near to) ideal clients first, so if this takes more time, automatically the everyone-else clients can get less time. (chosen)
4. Update the material on web-site and other material to better fit the demands of ideal clients.
5. Explain current (all) clients what is my ideal business and ask for contacts that better fit the purpose.
6. Master the saying No part of business if a non-ideal client calls and for sure the flops.
7. Change update product-service market portfolio to make it better match my ideal client viewpoints and experiences. (chosen)
8. Spent more time on marketing and acquisition to improve the clients portfolio.
9. Raise prices to drive out non ideal-clients (everybody else and flops).
10. Change the business focus to improve getting a higher percentage of ideal clients.
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WEEK 6, DAY 5 - Let go of your “flop” clients
At this moment I don’t have flop clients. I did have them in the past, for sure. And I do have flop people in my maling list. So these are my ideas.
1. Make clear to myself what flops are for future purposes
2. Identify every flop client in my MailChimp mailing list (put the flops in MailChimp in a different segment)
3. In the fall of this year I will delete flops in MailChimp list.
4. I wil also segment my ideal clients and everyone else in MailChimp
5. New clients that turn out to be flops: I wil refer them to someone else
6. Preventing new clients from turning into flops: state clearly what I am all about and what is expected from them.
7. Say no to possible clients who have ‘flop’ written all over their faces.
8. Good clients showing flop behaviour: challenge them into certain action
9. Get rid of flops in my LinkedIn connections
10. Get rid of flops in my life - in a loving way :-).
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Love your list Manny.
Clever to identify the flop clients in your MailChimp mailing as well as segmenting your ideal clients. Look forward to hear your progress in your Buddy talk this week.
PS! Please do take a picture of the client who has FLOP written all over their faces - I would love to see one so I know what to look out for :-).
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I've got new clarity due to not wanting to commit to a vip version based on 1:1. I will do outer circle based on buy from me, inner cercle based on learn from me and let's build it together.
My ideal clients so far fitted the buy from me list. You need an assessment for your permit? You buy one. That is however not me and not exciting. It is making a living.
My true ideal client wants to hear my visionary stuff and pay for new tools, methods, sources of information. They want to be my engaged public and my test rabbits, for they know that what I deliver, is what brings them their gain.
That is how the launch marketing was kinda set up. Will go over it again to see where it needs tweeks to get this "new" message across.
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Hi Sin,
that is a very interesting clarity you've got. I like the idea of differentiating based on the inner and outer circle. That offers a new product range for your knowledge sharing. You yourself will gain alot of insight into your customers by offering this. Love it.
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WHO is your ideal client
1. They have an international business
2. They want to improve the way they do business
3. They want to change their habits and their attitude towards clients
4. They are willing to learn from me
5. They have a positive attitude and empathy
6. They want to understand how their clients think and act
7. They are aware of the importance of good communication
8. They appreciate what I have to offer
9. They want to grow their business
10. They want to build a good relationship with their clients
The 3-5 most important ones:
1. They have a positive attitude and empathy
2. They are willing to learn from me
3. They want to improve the way they do business
4. They want to change their habits and their attitude towards clients
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WHY do you want to work with ideal clients
1. They have positive energy
2. They are fulfilling to work with
3. They are open-minded
4. They are easy and fun to work with
5. I learn from them as much as they do from me
6. They see the value of my services to them
7. They pay me well
8. They are less hassle to deal with (less returns)
9. They will buy more often
10. They will refer me to their friends and business relatives
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Day 5 - How to deal with “flops”
The way I capture my Mastermind clients works as a filter, because they have to join a free 3 hours workshop very hands-on and stay till the end before I sell, and they can only buy then, during that event.
But I will in addition:
- Establish rules of engagement during onboarding
- Remain mindful during the 3 months we work together to monitor any attitude or behavior that would indicate "flop" and how is breaking the rules and will apply "friendly reminder" y "friendly warning".
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Day 5 – come up with at least 10 ideas how to deal with your “flops” and choose your preferred strategy;
How to deal with my flops:
1. Be open to them and tell them in a one to one meeting that it is time for something else, something I do not offer.
2. If possible give them an advice, a person /program-name they can go to.
3. Tell them that i have decided to change the way I work and therefore don t have time for this part of my business anymore.
4. Organize a webinar and let them answer questions I prepared. The answers will lead them in another direction, away from me. And I will clarify that I have decided to work in a different war.
5. In my take- in - session with them I will ask questions. If the answers DO NOT fit with my ideal client profile, I will tell them honoustly I can not work with them.
6. With my existing flop clients I will also talk one to one, making rapport with the clients, and asking them whats up in their work or business, and check if they have any leads for me, since they know how I work.
7. Find out if there is a possibility of working together, if the flop client works in an area- related business
8. Systemize my quwstionnaire for flopclients a. Be intetesed in the person, b. Interested in their work or busineds
C. Draw honoust concusions to their answers:a goodbye as a client.
9. Ask them for honoust feedback on my business and tell them i want to learn from them.
10. By develloping and systemizing questionaires after every event or session, I will soon find out if Some one is a flop client.
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What will I do with flops:
I had some more but just lost text while copying/pasting, will change it tomorrow morning.
Don't accept them in the beginning, following my intuition and even if I don't know why rationally;
So only accepting people which I feel won't become a flop in their behaviour, investment etc.
BUT: from time to time I could let enter someone if I hesitate, also to check if my intuition is 'sharp'
Ask initiative during a training for example. And if I don't hear from them, skip their contactdetails from my p.r.-machine;
Explain to them that in my opinion their input is a flop and explain why and aks them to think about it and what they woud suggest themselves as a good solution.
If they come with a good proposal and change their behaviour and input, they might get a last chance;
Tell them: stop, untill here and not further, and explain or not explain why;
Build in in a new training a kind of 'test-fase' and if they don't give enough input, don't let them subscribe tot the program;
My prefferred strategy to choose:
Don't accept them in the beginning, following my intuition and even if I don't know why rationally;
So only accepting people which I feel won't become a flop in their behaviour, investment etc.
BUT: from time to time I could let enter someone if I hesitate, also to check if my intuition is 'sharp'
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Day 5
How will you “get rid” of those flops? E.g. say “goodbye” by the end of the year, say “goodbye” now, refer them to someone else, give them an “ultimatum” to change/take a certain action and if they don’t – say “goodbye”…
How will I get red of the ‘flop’ clients?
1. I will spent less time for these clients.
2. I will spent less time engaging with them through mail, through chats etc
3. I will spent less time making blogs or posts for these clients
4. I will ignore these clients
5. I will say in a nice way that I only work with… and that it costs….And take it or leave it
6. Don’t give them special discounts or offers.
7. Be honest with them
8. In a certain time I will let them go, don’t know when, maybe never ….. maybe in a few years when I only want to work with ideal clients, have a new brand or company and maybe also this company (!)
9. I now realize I thought I had some ideal clients. For example I had a woman as a client. I like her very much. She is intelligent, good looking, fun. And I had a call with her. She is interested to work with me more. In my head I had some plans for the future. But she paid her bill for the membership after a few months and after several reminders! I hate that! So now she is no more on my digital ideal client list. So what I do with clients like her? Nothing, unfortunately. Recently she asked my if I will work with her and her student on a project. My first reaction was ‘Sure! Send my the info!’ But now I think I must be honest with her and say I can not work with her.
10. Some of the potential clients are on my social media friends list. When I notice the are a ‘flop client’ I can remove them from my friends list.
My strategy? I will think about it when I will combine it all together this weekend, on sunday
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day 4: What can YOU do to “push” those who are not yet ideal clients – to become more ideal…?
1. To let them see the value that I deliver
2. Keep them more in picture, I mean I pay more attention to them so it will be the other way around
3. Let them know with whom I prefer to work with
4. Let them pay first and not after the service
5. Ask them want they want from me so I can serve them more in a way the I think I can deliver value
6. Let them know what I my plans are in the future, and they can let me know if they are interested
7. Let them know that I love to work with them but it cost a certain amount
8. Ask them more questions about their pain and their wishes, aks what they want, and then say or let them know that I have it what they want
9. Offer a strategic call for free and give a form first, and with a sentence that I only work with clients who filled that form and is on time on the scheduled meeting and that they have to be prepared so they know what I want and what to expect
10. I must make myself more easy to find. And I must show myself more as an expert so my ideal clients will find me.
11. I have a list of clients who are almost ideal but still not. They pay every year a membership. And I have ‘good payers’ as clients. I now think I can pay them more attention. Send them more valuable information. Organize for them a free training. Give them extra’s. Organize a special VIP meeting or something. When I do first the extra’s and the give aways, the clients will stay on these membership. When I will organize a paid high quality VIP meeting, I will see how are now my ideal clients.
My preferred strategy?
I think I will keep it still in an easiest way. Like more posting about what I do and what my future plans are
And what I wrote in the last step. Give the clients who are in the membership and the clients who are ‘good payers’ more attention.
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I will only focus on 100% ideal clients. Ofcourse mr and mrs perfect do not exist. Focussing on a niche makes me recognizable.
So no more everyone else and no flops. It saves me time and energy and it keeps me from doing things reluctantly. Possibly less business and even that is not sure. I think I can recognise an ideal client in an early stage.
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WOMB WEEK 6, JULY 29, DAY 5/5 ideal clients
How to deal with your flops?
Although I commit to 100% ideal client strategy, I think that there is the possibility that ideal clients may become flop clients. When that happens, I want to be prepared:
1. Create a ”Flop Funnel”. When certain behaviors (or lack of them) start to show up, kindly and firmly invite clients to take certain actions or go
2. Explain what behavior is not longer acceptable and why
3. Explain why is not longer a sustainable/ positive business relationship for both sides
4. Contact my competition and ask for a special discount/ offer for the clients I can not longer serve (no details explained off course)
5. Refer flop clients to competition
6. Ask them to commit to a certain process or next back end. Inform them that if they are not willing to do so is totally fine but then is also time to split
7. Inform them about the new terms & conditions and ask them kindly to make a choice: sign or unsubscribe (leave)
8. Ask them to pay all the unpaid bills or leave (when affordable loss)
9. Send them a gratitude and best wishes letter/card/ note
10. Explain that I can not longer help them thrive
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WOMB WEEK 6, JULY 28, DAY 4/5 ideal clients
How to transform your “everyone else” clients into ideal clients?
Although it certainly will not be possible to transform all existing clients into ideal clients, these are my 12 ideas of how to make them “convert” 😁:
1. Create a strategic “transformation” traject
2. Invite them to participate in transformation Front End
3. Send them a survey to find out what their level of commitment/ quality/ behavior is
4. Clearly communicate my compelling WHY
5. Have a telephone call, online meeting or coffee with the strong ideal client prospects
6. From their level of engagement see if they will further commit by buying my next back end
7. Send a personalized message to tell them why they are ideal clients (if they don’t feel identified, they may leave by their own initiative)
8. Ask them to become ideal clients (VPI Circle)
9. Ask them to refer a friend with ideal client profile and make sure to create a fun and meaningful accountability body system so that they both can thrive (irresistible offer)
10. Create meaningful milestones (gamification, creative rewards, elevating events)
11. Use the methodology of Apreciative Inquiry
12. Ask investigative questions about what my products and services mean to them (their why)
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Day 4: Ideas to transform your “everyone-else” clients to ideal clients and chosen preferred strategy.
1. Phase everyone else client out, so finish what the job and do no solicitation for more work and or tell them sorry to busy the next time. (chosen)
2. Discuss the matter with them indicated that ‘my’ expectations around the partnership are different and ask what their observations are and if they are willing to change it.
3. Analyse the current client base and focus on the (near to) ideal clients first, so if this takes more time, automatically the everyone-else clients can get less time. (chosen)
4. Update the material on web-site and other material to better fit the demands of ideal clients.
5. Explain current (all) clients what is my ideal business and ask for contacts that better fit the purpose.
6. Master the saying No part of business if a non-ideal client calls.
7. Change update product-service market portfolio to make it better match my ideal client viewpoints and experiences. (chosen)
8. Spent more time on marketing and acquisition to improve the clients portfolio.
9. Raise prices to drive out non ideal-clients.
10. Change the business focus to improve getting a higher percentage of ideal clients.
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WOMB WEEK 6, JULY 27, DAY 3/5
ideal clients, COMMITMENT
From now on, every new client most be IDEAL. (100%) I believe this is the right way to go. Since I am starting a new business from scratch, this is a wonderful opportunity to implement ideal client strategy from the beginning.
However, I would like to consider a margin of 20% in certain products and non essential services (baby clothes and frond end events) in case of referrals. This in order to give people a chance to become ideal clients.
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5. Let go of your “flop” clients
• Announce and tell the customer about a dramatic price increase, offer them a solution with suggesting other companies.
• Be straight, tell them that I am not interested in continuing to work for them
• Tell them I am not offering this service anymore
• Offer only the top package
• Tell them you are out of staff
• Charge extra for the extra work that he/she is creating
• Rescheduling the work you are doing
• Charge them extra if they pay late
• Send them an email: “After reviewing my [business goals/your needs], I’ve decided we aren’t the best fit anymore. After this project is ended at the end of the month, I recommend you go to my colleque . I will provide you with all your data and relavant information. Thank you for your understanding.”
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DAY 5. How to deal with non-ideal (flop) clients (first would be the preferred strategy)
1. Give a set of choices regarding interaction modes (more ideal client commitment and behavior = more service and benefit, less ideal = the opposite), each of which you are fine with. Tell them that there are no other options, other than the option to stop.
2. Make it more difficult or expensive for clients to maintain less desired behavior.
3. Emphasize the disadvantages of less desired behavior.
4. Be normative in your own behavior and examples, to set a standard for what is “normal” when dealing with you.
5. Be simply clear in your communication about what you expect.
6. Provide insight/examples regarding effects of more desired behavior.
7. Ask stimulating, eye-opening questions, that trigger self-steering.
8. Build up pressure that people are monitored in their less desirable behavior.
9. Make desired behavior even more rewarding or fun.
10. Set an ultimatum by when to permanently change to more desired behavior.
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Day 2
1. Open
2. Honest
3. Enthousiastic
4. Willing to learn
5. Being grateful
6. Friendly
7. Sense of humour
8. Authentic
9. Visually oriented
10. Trustable
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Day 1 (delayed because of holidays)
1. More fun
2. More energy
3. Being 100 % my true self
4. Better relationship
5. Easier referrals
6. Less discussions
7. Less extra work
8. Less costs
9. More inspiration
10. Easier marketing
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How to transform my current clients into ideal clients
Ok this is hard because the first things that come up are “teach”
And “show” and j think it would be much better to see if I can help themselves.
What else can I do?
1. Communicate my ideal client clearly everywhere. I’m still a bit looking for my why for the “engineers”. I click with them but that’s not easy to sell:)
2. Make it clear what my own why is - it will help them choose. So far, btw most of my clients are engineers but they’re not all having sustainability as a thing. (And I don’t have a lot of clients anyway)
3. Make a list of my former clients and offer the ones who fit something they can’t refuse
4. Make my products more specific so it will fit those who are my ideal clients
5. Create benefits especially for ideal clients (if they’re working on sustainability it will pay off)
6. Create a program together with my ideal clients
7. I can’t turn normal clients into ideal clients if they’re for instance too small. So I’ll let them go.
8. I could offer my services to a stichting who’s interested in how to improve their online meetings
Sigh. I can find many ways on how to get more ideal clients but not how to turn my normal ones into ideal ones and I’m also not sure if that’s the right way for me since I only have 3 clients yet 🙂
For new ideal clients also JVs would be great.
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Day 4 – come up with at least 10 ideas how to ‘transform’ your “everyone else” clients to ideal clients and choose your preferred strategy;
Be open and honest;
Explain to clients what are the ideal characteristics which they can develop to be ideal clients who get the most out of f.e. training;
Explain to clients what it takes to implement and develop those chacteristics;
Explain why it is important for them to develip those characyeristics, what it will nring them;
And what it will bring me;
That ideal clients make me a better teacher, coach and that vice versa;
Explain to clients what I expect from them;
And be kind ánd strict in that;
Be very clear about concrete appointments what to do, exercise,
Help them to get their goals clear and investigate which steps are necessary to reach tbose goals
Break steps into smaller steps to make implementation easier;
Tell them about my own experiences in trying to be an ideal client and what it brings me and how i improve myself in being an ideal client;
My choice:
Explaining to my clients what it takes to become an ideal client, why its important for them and for me, and give concrete guiddlines about how to train this.
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Thursday week 6
ideal clients
One of the biggest realisations these days are that I have and had ideal clients.
I did not celebrate them or myself with
their presence enough. Being on guard for transference processes. One of my aims is empowerment
How to combine this with my personal needs?
I know also how ideal clients can turn into energy consumers.
This week I got more clearity. Thank you all for that.
Basics is a win -win connection in wich I from my side express my needs and goals too. Not only focussing on what my clients need and what I can offer.
For the first time I am including this on my website for instance. Beforehand and not during the contact.
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DAY 4. Transform your “everyone else” clients to ideal clients
I will need to teach my customers what value I bring. Leveraging my customer data to show them what results they realised. Offer them more which will bring them even more value.
Ask for feedback and find out if there are any fields that I could improve upon.
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Day 4
Strategy to transform into ideal clients:
1. When I sell my mastermind groups (every 3 months I will clearly explain the kind of clients that benefits most
AND I will also explain that you benefit the most, but also these qualities and behaviors benefit the rest of the group
2. If any client does not behave as an ideal client, she will be invited to leave, no refund. And this I will be part of an agreement to be sign before we start (friendly reminder, friendly warning).
3. From the very beginning I will monitor their behavior and remind that in the Mastermind Group we behave in the ideal client way and aim to acquire the qualities of the ideal clients
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Day 3
Here I formally declare my commitment that 100% of my Mastermind clients will be ideal clients. And it feels great! Actually at the moment 100% of my Mastermind clients are ideal clients and now that I have realized I know I will be attracting more of the same kind.
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Day 4. How to ‘transform’ your “everyone else” customers to Ideal customers
I really would like to know how to transform my everyone else customers to ideal customers. I know how I would like my ideal customers to be but how to attract them. Nowadays it is really difficult to keep customers loyal. My ideal customers think it is really important to buy sustainable products. They like the sustainable collection I have bought for them. They understand how important it is to care about the environment, about workers and about animals. I am really grateful that I can talk about them about what I care about and what they care about. The only thing is that I have tried so many things to attract more (ideal) customers. Ditha Bonita is growing and I am happy about that, but I am still looking for the perfect way to attract more perfect customers, to transform more customers and to keep the customers.
Brands I sell are also sold by other (web)shops. It is my dream to design my own collection one day. I really understand the concept of customer loyalty and "gunfactor" customer goodwill. I do have a lot of that and I would like to grot it. By being authentic, empathetic, transparent, sharing my knowhow. Also this program had given me new motivation to keep on trying.
That is why I need to get more out there, so customers will notice me (more). And trying to think about a customer loyalty program that is different from all other programs.
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I believe it's very simple (not necessarily easy, but very simple), Marielle.
Build a community. A club. A tribe.
Of conscious consumers.
Stop thinking of yourself as a webstore, and instead become the source for sustainable education, lifestyle and inspiration.
Engage your clients in conversation, debate and actions of sustainability in all its forms.
As long as you think of your business as a webshop and your clients as customers - you will have no (sustainable) competitive advantage to any other webshop.
The moment you create a community around your brand - the competition disappears...
To make a point:
Here is a "normal" webshop for high heels shoes for dancers: https://www.cupidanza.com/collections/women-shoes-dance-shoes
Here is a community-centered webshop for high heels shoes for dancers: https://burjushoes.com/
I hope you can see the difference.
If you like this direction, simply use the Idea Generator to come us with as many ways to achieve this goal - of creating a community...
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Hello Nisandeh,
I can see your point. Thank you so much for sharing this with me. And yes, I DO see the difference. And I am already working on creating a community. But there are several steps before that. First of all I have to get more out there. Making myself more known, so people will WANT to be a part of my community. It also is important to have more people working IN my business (so I can work ON my business). I have automated what I can, but I still need help. I cannot do it all on my own. It is just me, myself and I. But I am looking and working. And I am confident that I will get to the point that I have a circle of trusted and loyal customers/friends/help around me.
Thank you that you make me see there is more than one way to reach my goal. And thank you for your time and care!
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