Your Dream Customer

This post was inspired by Jen Carrington.…

Over the last year, I have looked at ways to change my business… no I don’t mean jumping ship and finding a new direct sales company.  I mean seriously looking at ways to connect with my “dream customer” to grow my business.  Yes, they are out there.  I want to serve people in my business not be the “pushy sales person”.

Have you ever thought about the people you are here to serve in your business?

When you look for the people you want to serve, you are in essence looking for your “dream customer”.  The profile of the perfect person who will buy your products, make referrals and maybe even host a party or two during the year.  It is not a fantasy, it is actually possible to find them.  They are out there when we are targeting them.

Your dream customer bucket list can help you get super laser-focused on who you want to serve and connect with along your business journey.  The end result will be a rocking business…..

If I were to ask you who your “dream customer” is, what would you say?  Seriously, think beyond the high party sales, or the customer who places crazy large orders.  Can you describe them, maybe even name them?  Think about the people who would be fun to host a party with. Maybe the people whose mission touch your heart so you want to run a fundraiser together.  Make a list.  I know it may sound crazy but believe me it works.For me, a client profile focusing on knowing their favorite ice-cream flavor or candy don’t really help me, but it could if you are in the business of selling ice cream or candy.  It is nice to know when you want to celebrate them or show your appreciation but is this information going to draw them to your business.  I want to know things about my customers which will help me figure out how my products can connect with them in a meaningful way.  It is reaching the next level – connecting with them because we share similar values or interests.  Knowing a little bit about their family, their work, or their dreams.  This allows me to suggest products to help them without being pushy or salesy, just truly wanting to service them.

If you are new in direct sales, create a profile of your dream customer.  Include all the things which would attract you to them and they to you.  By doing this, you can connect to what matters most whenever you are creating and sharing content or marketing your services or products online.

And do you want to know something really cool? In the past year or so, 5 people from my dream client bucket list have hired me as their coach – completely out of the blue! I never did anything specific to target them – I just kept them in mind whenever I was showing up and sharing online.

Is it easy?  NO!  Okay for some it might be but for me I tend to struggle.  I fall into the pit of “target everyone” and those who want or need what you are offering will float to the top.  I have to admit, this hasn’t worked.  Sometimes, when I think of my dream customer – I focus more on where and how we are going to connect then I do on the reasons I want to service them.  When you lose focus, you are all over the place with little results.

Here is a quick tip if you have been in business for a while, create a second list – a “dreamy clients I’ve worked with” list. Why?  Chances are you have already connected on a more personal level with them, which gives you deeper insight into how to create and share content with them (or people like them).  You message will resonate and connect with like-minded future clients along the way.

So, have you written your dream client bucket list yet?

I challenge you to do it.  We are headed into the weekend, a chance to think about the people you would really, really, love to be your clients/customers.  Get super specific!! Scroll through your social media feeds (you know you will be on them anyway).  Think about people you know offline (yes, there are people who are not on social media).  Make a list and keep it somewhere so you can refer to when you are creating content or sending out messages for you business.  Speak directly to the people who you truly want to serve along the way.

And one day soon someone from your dream client bucket list will move to your “dreamy clients I’ve worked with” list…

Share your dream customer with us… who knows you may find them right here!

Have a ThirtyOne-derful day!

Business Ambush!

 

Are the “winter blahs” setting in?  Have you tapped out your customers, family and friends, so your calendar is looking bleak?  Winter events are few and far between, right?  Would you love some new leads?

Why not try a “business ambush“?  They are super easy and genius.  I got this tip from an AWESOME Senior Executive Director from Thirty One.

How does it work???

Step #1:  Who do I ask?  You start contacting local businesses. Think of places you frequent: dentist, Doctor, hair salon, nail salon, gym where you or your kids go, etc.  Make a list of all of the business places that you go to during a week (or month).  Then think of any work places your friends work at. Do they have a lunch room or a break room?  Better yet, step out of your comfort zone and get your ASK on at restaurants, hair salons, etc.

Step #2:  What do I need?  Everything you see in this picture. Mini catalogs, event/drawing/door prize slips, small giveaway (whatever fits into your budget), a decorated shoe box or something similar to put the slips in for the giveaway, a sign that entices and a hostess packet for all of the workers!  Okay, I see you cringing about the hostess packet. You are thinking about the cost, right?  Honestly, I do this based on the size of the company or the number of workers.  If it is a big staff, just 1 or 2 hostess packets to key people so they can share.

Step #3: What am I doing?  Basically, you are getting a business to allow you to display this stuff for one week.  Yes, just a week.  You could actually do 4 of these in a month, at 4 different locations an just re-stock brochures, etc.   And you are collecting new leads.  And with any luck you got a catalog party from the workers! A small giveaway is WAY cheaper than any event you will ever pay for.  Maybe give away the hostess benefits or at least some of them by doing a drawing from the people who ordered.  If you have one rockstar employee who pulled it all together, let her have the hostess benefits.

Extra tips:
1. You can up the fun and create some excitement by posting the catalogs and cookies or catalogs and donuts picture to see who is interested.
2. If any business is hesitant you can offer to purchase a $10 gift card from them and give that away as well. Win/win all around and still cheaper than a booth at an event!

Who is ready to do some business ambushes to get more leads!?  Share your best tips for getting new leads..

Have a ThirtyOne-derful day!

 

FRANKS

No, it is NOT a typo and this is not about someone named Frank….

For those in direct sales, you have probably heard this term a MILLION times.  We tell our hostesses to use this acronym when making their guest list.  We tell new consultants to use this list when they start their business to share their excitement.  So, what if you have been in direct sales for a little while.  Do you have a FRANKS list?  The acronym stands for:

• Friends
• Relatives
• Associates
• Neighbors
• Kid Contacts
• Spouse Contacts

I will be honest and say that I have not updated my FRANKS list in about 2 years. I know CRAZY, right?  I have been with Thirty One for 4 years and during that time I have shared with the WORLD that I am a Thirty One consultant.  I think many believe that I live in a “pink bubble”.  I mean do I really need a list?

Maybe you don’t call it a FRANKS list.  Maybe you call it your “list of 62“.  The list you go to when you need to book a party.  The list that you go to when you have a GREAT customer special or recruiting incentive.  I mean isn’t this one of the basics of being a consultant in direct sales?  My list of 62 probably could use some updating too.

I am sure I am not alone when I say that when business is good, we don’t think about this list.  If you are holding parties, providing pink glove service and meeting your goals, why would you need to stay on top of this, right?  The truth is that you need to continue to work and update these lists so that you can continue to be successful.

I challenge you to do or redo your List of 62.  If you are a Thirty One consultant, go to TOT and type in “list of 62” in the search box.  If you are with another direct sales company, check because I am sure that they have something just like it.  If you are a business owner, why not try this too.  You can just pull out a piece of paper and start writing.  Think about your products then make a list of the people that you would like to share them with and don’t assume that they know about them.  You know what they say when we “assume”, right?

Think of the first 10 people you want to tell about your business/products. Write their names down on the List of 62. Then think of the next 10 names and so on. Include their phone number on the list.  Yes, I said phone number.  This is where we build relationships so pick up the PHONE and call them.  Don’t leave anyone off because we definitely don’t want to pre-judge them.  The one person that you think may not be interested could be YOUR next big party or rockstar recruit.

Begin calling people right away to tell them about your business, special, incentive, product, etc. Write out a little script, practice it so that you are comfortable with it, put on a smile and start calling.    Start with the people you know will join in your excitement.  You will be amazed at the results.

So, who is up for the challenge?  Let me know how it goes.

Have a ThirtyOne-derful day!