”Attract Great Clients With Heart” - Introductory Course – With Alisoun Mackenzie Business...

”Attract Great Clients With Heart”

- Introductory Course –

With Alisoun MackenzieBusiness Trainer & Coach

‘Marketing is the act of communicating we have something of value to share.’Lynn Serafinn, Author & Ethical Marketer

Match Your Offer To Market Demand

Copyright © 2012-14 Alisoun Mackenzie

Step 1 - Define Your Ideal PAYING Clients


If you want your business to grow and survive…

Make it easy for people to buy from you & to refer business to you!

Step 1 - WHO Are Your Ideal PAYING Clients?

• Pick a Demographic OR Product/Service

– Demographics - age, sex, location / size, type, (businesses)

– Product/Service - type of clients, your expertise could help

• Characteristics – needs, wants, problems/challenges, desires, attitudes, values

• Buying habits – where, how (buy), when, how (often), how (much spend)

WHY are these your ideal PAYING clients?

‘Unravel your multiple ideal client personality disorder?’ Lisa Cherney


Step 2 - Do Your Research

• Market research – how may of your ideal clients there are, relevant trends & competition etc.

• Research your ideal clients – questionnaires, surveys & pilot groups.


Step 3 - Create Your Irresistible Offer

• Product – large demand, profitable, benefits/solutions, technical, format

• Price – market, cost, profit, donation, 3rd party payments etc.

• Place – where in market (your ideal clients) and where they’ll buy from you

• Promotion – ‘meet’ your ideal clients and let them know how you can help them


I [verb] WHO to WHAT (outcome) so they can BENEFIT

I show proactive business owners how to grow a successful heart-centered business doing what they love - so they have more money and time to spend time with family & friends

I offer women a range of handmade jewellery so they can give their friends unique and special gifts

I show professional women how to enjoy more love and happiness, and attract their ideal man.

Define Your Compelling ‘Elevator’ Pitch

Website – Social Media – Networking Events – Business Cards - Literature


“If you are not moving closer to what you want in sales (or in life), you probably aren't doing enough asking.” Jack Canfield, Author

Steps 5 to 10 – Create Your Sales Funnel(s)

ResearchResearch Ideal ClientsIdeal Clients OfferOffer


6. Attract Clients – next slide

7. Capture leads – business cards / contact details / email opt-in

8. Follow up – with those you connect with/ potential JVPs - email, social media, database, phone call, send info etc.

9. Covert leads to clients – anticipate objections, define responses & ask questions

10. Deliver beyond expectations and monetise – e.g. sell other services / ask for referrals

1. Building and servicing an email list

2. Working collaboratively with joint venture partners

3. Public Speaking

4. Delivering Webinars

5. Networking

6. Being Social Media Savvy

7. Strategic Fundraising (ideal clients)

Step 6 - Promote Your Offer To Get More Of Your Ideal PAYING Clients

It’s about being VISIBLE in front of the RIGHT people and building a list of your ideal clients

So get out there!!!!


• LISTEN & RESPOND - to what your ideal clients say they want to pay for and base your marketing upon this.

• Manage your thoughts & emotions in relation to marketing, sales, charging for your services, attending networking events etc.

• Focus on making a difference or solving other’s problems rather than ‘selling’

• Ask yourself resourceful questions based on The 9 Principles Of Heart-Centered Success to come up with ideas and align your head, heart and actions for abundant success…

Heart-Centered Approach To Marketing


How could I make a difference to my existing clients?

How could I be of greater service to my ideal clients?

How could I adapt my products to serve more of my ideal clients?

How could I be more kind or generous in my sales process?

What do I need to learn about marketing and business to be more

masterful?

What could I take more responsibility for doing / not doing?

How could I make better use of my time and money when marketing?

Resourceful Heart-Centered Questions


The 10-Steps To Attracting More ClientsThe Authentic Heart-Centered Way…

1. Define your ideal PAYING clients

2. Research your ideal clients

3. Create an irresistible offer

4. Craft a compelling elevator pitch

5. Create your sales funnel(s)

6. Promote your product/service to your ideal PAYING clients

7. Capture contact details

8. Follow up leads

9. Convert leads into sales

10. Deliver beyond expectations and monetise


”Attract Great Clients With Heart” - Introductory Course – With Alisoun Mackenzie Business...

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