- Mary Foley
How to Know for Sure What Problems Clients Will Pay You to Solve
People pay you to solve problems, but how do you know for sure what problems clients have that are painful enough that they will pay you?
It’s too easy to assume you know the answer, especially if you’ve been solving problems for a while. But their needs may have changed and you’re clueless. Here’s how to know for sure.
Step 1: Make a list of your best 5 – 7 clients
First, choose 5 – 7 of your clients in the last 12 months.
For example, the ones where you produced the best results.
And they were also the easiest to work with.
Plus, they paid your full fee.
Above all, they didn’t complain.
Step 2: Do a simple trends analysis of the problems you solved
What do these people have in common?
In particular, what common problems did I solve for them?
Are other aspects that they share? For example, maybe it’s their age, their gender, or their geography. Maybe it’s the industry they’re in.
Step 3: Go find more clients with the same problem you can solve
Now you can describe your ideal client. Including clarity around what problems you solve for them.
With this clarity, you can go look for more of them, speak their language and get more clients.
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