CREATE RELENTLESS DEMAND FOR YOUR SERVICES(2).pdf · 2012-11-26 · CREATE RELENTLESS DEMAND FOR...

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MODULE LESSON

CREATE RELENTLESS DEMANDFOR YOUR SERVICES

IDENTIFY YOUR TARGET MARKET

UNDERSTAND YOUR CLIENTS’ URGENT NEEDS

DETERMINE THE #1 RESULT YOU GIVE

DEMONSTRATE THE BENEFITS OF WHAT YOU GIVE

EMOTIONAL BENEFITS PHYSICAL

BENEFITSFINANCIAL BENEFITS

SPIRITUAL BENEFITS


Written Exercise 2A

Take a few moments to think about the following questions and to jot

down whatever comes to you. Doing so will provide you with clues to the

target market you’re best suited to serve. Your passion, your natural talents,

and what you already know and want to learn more about are key.

CLUES TO THE TARGET MARKET YOU WERE MEANT TO SERVE

Use the visual worksheet on the next page for the following exercise.

STEP ONE: Think about all the different groups of people who use the kind of

services you provide. List them in the written exercise sheet, across the top of

the table that has been drawn for you.

STEP TWO: Which of these groups do you most relate to or feel the most

interest or excitement about working with? To make this quick and easy,

mark an “X” in the table in the visual worksheet corresponding to the

group(s) you most relate to.

You get the idea, so keep going on this track with steps 3-5, putting an “X” in

the table where it fits your sentiments about these groups.

STEP THREE: Which group(s) do you know people in or already have clients in?

STEP FOUR: Which group(s) do you have the most knowledge about?

STEP FIVE: On the flip side, what group(s) would you find fascinating to learn

more about?

Great work! Did you find some clues about the target market you are best

suited to serve? My hunch is yes. Let’s keep going.


THE DIFFERENT GROUPS OF PEOPLE WHO USE THE KIND OF SERVICES I PROVIDE:

GROUPS I MOST RELATE TO, FEEL THE MOST INTEREST OR EXCITEMENT TO WORK WITH

GROUPS I KNOW PEOPLE OR ALREADY HAVE CLIENTS IN

GROUPS I HAVE THE MOST KNOWLEDGE ABOUT

GROUPS I WOULD FIND FASCINATING TO LEARN MORE ABOUT

WRITTEN EXERCISE 2A

ARE BEST SUITED TO SERVE


Written Exercise 2B

YOUR PASSION, YOUR TALENTS, YOUR KNOW-HOW

Your passion, your natural talents, and what you already know and want to

learn more about are key.

Use the visual worksheet on the next page for the following exercise. For each

question, write your answer in the spaces provided.

First let’s look at some questions related to your work.

STEP ONE: What are you most passionate about as it relates to your work?

STEP TWO: What natural talents and strengths do you bring to your work?

STEP THREE: What aspects of your field do you know the most about?

Now consider your life experience and interests. You’ll be able to more

sincerely identify and empathize with your target market if you share

common life situations or interests.

STEP FOUR: What interests or hobbies do you have that might connect you

with your target market?

STEP FIVE: What life situations or roles do you identify with that might

connect you to a particular target market?

STEP SIX: Now I want you to take a closer look at the visual worksheet you

just filled out. What patterns do you see? Is there some cross-over between

what you wrote in the different categories?


WRITTEN EXERCISE 2B

DISCOVER IF YOUR TARGET MARKET MAY HAVEALREADY CHOSEN YOU

MY GREATEST PASSIONS RELATED TO MY WORK

MY NATURAL TALENTSI BRING TO MY WORK

THE ASPECTS OF MY FIELDI KNOW MOST ABOUT

MY INTERESTS & HOBBIESTHAT CONNECT WITH MY MARKET

MY LIFE SITUATIONS OR ROLESTHAT MY MARKET MIGHT IDENTIFY WITH


Written Exercise 2C

Are you beginning to see the ways in which your passions, natural talents,

knowledge, life experience, and even interests and hobbies might help you

to choose a more specific target market? Play, explore, and have fun with

this process.

CHOOSE YOUR TARGET MARKET

Use the visual worksheet on the next page for the following exercise. For each

question, write your answer in the spaces provided.

STEP ONE: For now I just want you to answer this question:

Who is your target market? Write it in the center of the target on the visual

worksheet on the next page.

Now, maybe you’re not ready to make this choice, or perhaps you’re close,

but not quite there. If so, move to step two.

STEP TWO: Go to the outer rings of the target in the visual worksheet. Start

listing the possibilities that appeal to you in those outer rings.

STEP THREE: Take a step back and look them over. Sit with them for a while

(but not for too long) and then choose one, and move it to the center of the

target in the visual worksheet.

Even if you’re not sure at this point, it will become clearer to you as you

work through the next few chapters.

Remember to tune into your intuition. I can’t tell you how many times I’ve

worked with clients who knew on some level the target market they most

wanted to serve, and for one reason or another discounted it. Turn off your

inner censor when doing this exercise and allow yourself to at least explore

every possibility, no matter how wild, silly, or unrealistic it may seem on the

surface.


WRITTEN EXERCISE 2C

LIST THE POSSIBILITIES AND CHOOSE YOUR TARGET MARKET

MY TARGET MARKET:

POSSIBLE TARGET MARKET:






URGENT NEEDS & COMPELLING DESIRES


STEP ONE: What are five of your clients’ urgent needs?

(What problems must they solve right away?)

List them, 1 through 5, in the visual worksheet.

EXAMPLE: The urgent need that may have prompted you to buy this book

might be a feeling of stress because you know you need more clients (and

more money) but don’t know where or how to begin marketing your business.

Maybe the bills are really starting to pile up and you’re afraid. Or maybe

you know what to do to market your services but just aren’t doing it. You’re

procrastinating and your business is suffering as a result.

Written Exercise 2D

STEP TWO: What are five of your clients’ compelling desires?

(What would they like to move toward?)

Again list them, 1 through 5, in the visual worksheet.

EXAMPLE: Let’s use you as an example again. Your compelling desire might be

to feel confident and in control as you get as many clients as you would like.

Maybe you want financial freedom. Maybe you just want to be able to take a

real vacation every year. Or maybe it’s all about having a thriving business that

includes doing what you love and making oodles of money.


WRITTEN EXERCISE 2D

IDENTIFY YOUR CLIENTS’ URGENT NEEDS& COMPELLING DESIRES

MY CLIENTS’ URGENT NEEDS PROBLEMS TO SOLVE RIGHT AWAY

MY CLIENTS’ COMPELLING DESIRES WHAT THEY WANT TO MOVE TOWARD

1. 1.

2. 2.

3. 3.

4. 4.

5. 5.


Determine the Biggest Result Your Clients Get

This simple step might be the most important step in understanding why

people buy what you’re selling. What is the Number One result you help

your clients achieve or get? And, when I say Number One result, I mean one

big one. Of course, I know there are lots of things that you help your clients

achieve, experience, or get. But, generally, when a client comes looking for

you, they’re looking to solve one big problem or achieve one big result. I

mean, why did you buy this book? To get more clients. Period. End of story.

Are there lots of other things you’ll get from reading this book? No doubt—

from more confidence to more accountability, and even more friends

(we’ll get to that later). But, bottom line, you want more clients and the

Book Yourself Solid system delivers on that promise. In fact, every product

or service you offer must have one big promise. Your job is to fulfill that

promise in the delivery of your service.

So let’s get to it then.

STEP 3:

WRITTEN EXERCISE 2E:


STEP ONE: What is the number one, biggest result you provide for your

clients? Describe it in the space provided on the next page. You can either

write a short phrase, or a short story example. Make it your own and have

fun with it.

Did you wrestle with that one? Good! Remember, if you have trouble

picking one thing, you can always list several and then narrow it down.

Great job!


THE BIGGEST RESULT I PROVIDE TO MY CLIENTS IS:

WRITTEN EXERCISE 2E

DETERMINE THE #1 BIGGEST RESULT YOURCLIENTS GET WHEN THEY WORK WITH YOU


Written Exercise 2F

DEEP-ROOTED BENEFITS


STEP ONE: What are the financial benefits your clients receive when they

work with you? Do they receive 20 times their investment? Write your

response in the visual worksheet.

EXAMPLES OF FINANCIAL BENEFITS:

• Increase financial security and freedom

• Save money

• Maximize profit and return on investment

• Help make wise financial choices

• Understand financial alternatives

STEP TWO: What are some emotional benefits your clients experience as a

result of working with you?

EXAMPLES OF EMOTIONAL BENEFITS: • Help the client feel proud of themselves

• Give them peace they made the right decision

• Help be a buffer so the client doesn’t have to deal with the stress

STEP THREE: What are the physical benefits your clients experience as a result

of working with you?

EXAMPLES OF PHYSICAL BENEFITS:

• Due to reduced stress for the client, their health improves

• They breathe easier

• Less indigestion

• They can sleep better

STEP FOUR: What are some spiritual benefits your clients experience as a

result of working with you?

EXAMPLES OF SPIRITUAL BENEFITS: : • They are connected to their purpose

• They in alignment with what they believe in

• Their work has a positive impact on others

• Achieving their dreams

• Life has new meaning


WRITTEN EXERCISE 2F

IDENTIFY THE DEEP-ROOTED BENEFITS YOUR CLIENTS EXPERIENCEAS A RESULT OF YOUR SERVICES

EMOTIONAL BENEFITS PHYSICAL BENEFITSFINANCIAL BENEFITS SPIRITUAL BENEFITS


IDENTIFY YOUR TARGET MARKET

UNDERSTAND YOUR CLIENTS’ URGENT NEEDS

DETERMINE THE #1 RESULT YOU GIVE

DEMONSTRATE THE BENEFITS OF WHAT YOU GIVE

EMOTIONAL BENEFITS PHYSICAL

BENEFITSFINANCIAL BENEFITS

SPIRITUAL BENEFITS

CREATE RELENTLESS DEMAND FOR YOUR SERVICES(2).pdf · 2012-11-26 · CREATE RELENTLESS DEMAND FOR...

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