August 7, 2017

One of the best ways to discover your dream ideal client is to have a look at who you DON’T want to work with!

Speaking openly about this is also a great way to scare off your NON-Ideal Client. POLARISATION.

However, we can sometimes get so protective over our boundaries of who we do and don’t want, that we end up scaring away our IC’s from purchasing in the process.

What do I mean?

Don’t get me wrong, you know I’m all up for polarising your audience and getting the right ones to step up and the wrong ones to disappear BUT when it comes to selling your packages, you need to be careful about putting off the right ones by avoiding mentioning the dirty wants or being too aggressive before they’ve even had a chance to get a foot in the door.

For instance, a client of mine was recently scared of naming her package around the outcome that her IC wanted, in case it allowed people in who wanted the magic pill.

Now, no one wants a magic pill seeker BUT when it comes to selling, the name of your package should be named something to do with the outcome your IC wants NOT needs.

So don’t start off by creating a program that’s named ‘How to lose weight slowly through hard work and dedication’ instead of ‘Slim for Life’, the latter has much more appeal.
Yes, we all know that it takes the first point but you have to be able to attract the bees to the honeypot first before we can fish out the ones who are willing to put in that dedication to achieving that result.

Another example:
My first IC wants to be a well-paid expert but I know she needs clarity on their money making niche, dedication, action taking & a great mindset… but if I don’t talk about the first point, however, they’re not going to listen to me to find out their needs.

How do you make sure you only get the right people in, without scaring them off OR creating something that NO ONE wants?

☠️ Don’t prequalify by dumbing down the ‘wants’ of your ideal client… your ideal client is amazing but they still aren’t truly aware of what they need and they couldn’t give two hoots about what they need if it’s not giving them what they want.
Once you have attracted the market, now you can start to pre-qualify them to make sure only the right ones get in. You can do this in two ways:

😍 Set up a questionnaire when they book a call with you!

😇 Create a section on your sales page that lists who the program is for and who the program is not for.

Let them get interested in your product before you put anyone off, otherwise, you may end up putting off everyone!

You’ll be polarising through your messaging enough to filter out the majority of the bad eggs anyway!

About the author 

Jennifer Hall

Jen Hall is Business Clarity Coach for Coaches, Consultants & Experts who want to become Unrivalled Go-To Experts.

Jen not only gets you clear on your micro-niche, message and what makes you unique and desirable, but she helps you to define what makes you an irrefutable offer to the market so you can position yourself as a high-end 'must have' option for your prospects.

She is a Multi-Award Winning Speaker and Best Selling Author of Expert Unrivalled.

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