Five Key Factors for Business Success
Clients are the lifeblood of business, and knowing how to attract the right ones is not as elusive as it seems. IRENE SCOTT shares five key factors for attracting clients.
Are you constantly searching for new clients – through SEO, social media, networking events, or advertising? Do you wish there was a simpler way to attract premium clients that will bang down your door to work with you? Here are five key business success factors to help you attract the right clients.
1. Focus on a Target Market
Many business owners make the mistake of trying to sell to everyone. To be successful in business, you must know WHO your ideal prospect is so you can understand, engage and relate to them.
Think of yourself as a problem solver. You’re in business to solve the problems of a particular group of people… your target market.
Maybe you’re asking, “If I focus on one target market, will I get fewer clients?”
The good news is when you focus on one particular target market, you really get to understand them, their problems and what solutions they need. And because of this, you will attract more of your ideal clients. Best of all, you get to choose which clients you want to work with. You set the standard for your business.
2. Craft a Specific Message
Once you know who you’re focused on attracting, the next key is to create a specific message your prospects will respond to.
There are several things your message must do, such as:
- Attract attention
- Be engaging
- Address their problem(s)
- Describe the specific solution
- Speak their language
- Create trust
- Tell them what action to take
3. Use the Right Media
The next key factor is to show your message WHERE your target market “hangs out.” This means your message needs to be in the right media that your market watches, sees, reads, or listens to regularly.
When deciding which media to use, ask yourself these questions:
- Do they use social media? If so, which platforms – Facebook, LinkedIn, Twitter, Instagram, Snapchat, etc.?
- What magazines do they read?
- What podcasts do they tune in to?
- What radio stations do they listen to?
- Do they read newspapers? If so, which ones? Do they prefer online or offline?
- Are they in forum groups?
- What communities are they part of?
- What networking groups are they members of?
4. Create a Relationship Marketing System
A Bloomberg study revealed 80% of businesses fail because they had no reliable, predictable and affordable way of bringing new leads, prospects or clients into their business.
It’s not enough to just send messages to your prospects. Nowadays, your potential clients’ are bombarded with 3,000 to 5,000 messages each day. They are busy. Their attention span is short. They don’t know where to look, what to read or what to listen to.
What’s more, your competitors may be waiting in the wings to take your clients.
This success factor is about creating a relationship marketing system that builds loyalty with your clients. It starts with getting them to know, like and trust you BEFORE they do business with you.
Focus on building an ongoing trust-based relationship, rather than a transactional relationship, by giving your ideal clients’ value, while solving their problems.
5. Give Your Business Personality
This final success factor is about bringing your personality into your business. Remember you are unique. You have different experiences than anyone else.
The best way to do this is to share your story, your opinions and your values. What’s more, because you are different from everyone else, you will stand out and attract the clients that want to work with you… people that resonate with you, your brand, your message and your voice.
By sharing your story, opinions and values, you’re building your authority, expert status and attracting premium clients.
Now it’s time to implement these five key success factors into your business so you can attract the right clients. As Seth Godin says, “choose your clients, choose your future.”