Are you stuck on how to attract clients into your business? We’ve all been there, seeing others sell out their products and services, wondering how we can do the same.
Still, we don’t want to simply get clients. We want the right clients. What I mean by this is that you don’t want your business to drive solely on how much you can sell.
Money is great, but as a business, it’s much more rewarding to work within a community that feels just right for your offers, for whom it would be joyful to serve each day. The most important thing you can do is ensure that you can sell to the clients you most want to work with, who are a great match for you as a business.
Whether you’re new to business or just figuring out how to reach a new type of client, this is the guide for you!
Keep reading for how to attract clients that are right for your brand.
Before you can attract the right clients, you have to know who you want to reach most! We usually accomplish this by creating a client persona. You can consider demographic info, including age, location, occupation, relationship status, gender, sexual orientation, etc.
We’ll also look at things like their pain points (what they are struggling with) and their level of awareness – how much do they know about your offering? Are they the type of person who is pain aware, meaning that they know there’s some issue but they don’t know how to solve it? Or are they more discerning and completely aware of people who do what you do? If you have a gardening business, do they follow other industry brands on Instagram because they are long-time gardeners or are they newbie gardeners just now exploring a new passion?
“As a business, it’s much more rewarding to work within a community that feels just right for your offers, for whom it would be joyful to serve each day. The most important thing you can do is ensure that you can sell to the clients you most want to work with, who are a great match for you as a business.”-Mila Yoli
As a general piece of advice, I always recommend building your client persona from real people. Too many entrepreneurs create personas as if they’re in a marketing class trying to get an A for painting the most detailed (if not slightly unrealistic) character.
They dream up stores they would shop at with no real basis or factual information, and create a name and story around someone that they don’t even know and have never worked with in real life.
I.e., Joan is a married mother living in the suburbs with her 2.5 kids who shops at Anthropologie, sips tea on her patio, and spends her evenings reading books from Reese’s book club. She’s most worried about whether her petunias will grow in her window boxes.
Sure, this sounds like a real person, but do you *know* she does these things in her free time? It pays to ask around or simply start with the info you know for sure.
This will give you a good starting point, and of course, you can hone this the longer you are in business. If your dream client begins to change or even become a more niched audience, that’s totally normal! For now, use the info you have and build up from there. You can always fill in the details as you grow your client list.
To truly attract clients, you can’t just sit on your hands and wait for inquiries to pour in. You have to put in the work to reach the right people. The best way to accomplish this is through marketing.
Big brands are usually everywhere. They join every social media platform, send out constant emails, and always seem to have some kind of campaign and ads rolling. As a smaller business, you may not have the resources to do this just yet, and that’s totally okay!
With marketing, it’s always a good idea to just start now, where you are, instead of looking ten steps ahead of you. It may be tempting to look at later-stage entrepreneurs who have their marketing firing on all cylinders and feel like you can’t compete with that. But that’s exactly the point! You don’t need to compete with them because it’s far more important to focus on your X-factor and grow your brand from your unique strengths.
“To truly attract clients, you can’t just sit on your hands and wait for inquiries to pour in. You have to put in the work to reach the right people.”-MILA YOLI
It’s a no-brainer to have a website (bonus if you’re blogging on the regular!) but I also recommend joining one social media platform and truly putting all your energy into it. Don’t try to be on every platform– just the one that feels like the best fit for your personality.
At the beginning of your business, it’s fairly normal to say yes to anyone who wants to work with you. Because as we all know bills are real and they need to get paid somehow!
Still, whenever possible, screen out people who aren’t a good fit. I know from experience that the money is never worth it if you are working with clients you hate or even simply dislike.
If you’re a service-based business, allow people who want to work with you to schedule a discovery call with you to test out the waters and make sure you’d be compatible working together.
With these tools, you’ll be in a great place to attract clients who are right for your business!
Ready to begin your journey?
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Mila Yoli is a brand and image strategist who helps creative entrepreneurs to create a brand that makes a lasting impression.
Mila Yoli is a psychology-rooted brand and image strategist who helps creative entrepreneurs to create a brand that makes a lasting impression.