Two weeks ago, I was driving home from the office when I noticed some familiar and very welcome signs. The first was a large banner announcing the first RODEO of the year. The next, announcing that weekend’s MUD BOG event.
Now, keep in mind… I knew I wasn’t going to be attending either. (It was also opening weekend for Little League baseball.) But, this knowledge didn’t keep a smile from spreading across my face. You see, these are familiar signs of HOME.
I cross the state line, see those banners and know: I am home.
Your best clients — those you serve well, those who refer, those who cheerfully pay your fees — should feel the same way when they walk in your door, hear you speak, or click on your website. For me — ironically, lol… — some of my best and most successful clients are NOT from the south, have probably never even HEARD of a mud bog, and only tolerate my southern pride. =)
BUT, when they heard me speak, or visited my site, they KNEW I was speaking to them. All of the sudden, someone was calling out what they were upset about…. speaking out against the “miracle solutions” that left them broke and bummed… and making business success achievable again… EVEN for those of us on “Mainstreet America.” In short, they knew they were home. They knew that on “Planet WOW!” business was done differently, and they knew that DIFFERENT was going to be a perfect fit for them.
I go out of my way to make my clients feel at home… to attract those that belong… and to — without apology — repel those that just don’t. (Usually whiners, complainers and those who prefer a good excuse to solid action!)
So, how do YOU make your clients feel like they’re HOME with you? Hint: A GREAT & CRITICAL step in the right direction is to KNOW who really belongs with you…
KNOW who you’re talking to. KNOW what they want, what they need, what keeps them up at night, who their heroes are, and also who they’re mad at…. KNOW what they think of your competitors and your industry in general… KNOW what they’re reading, and what conversations they’re having.
RESEARCH those you hope to sell to… TALK to them. ASK questions. AND then… create a HOME just for them.
It’s always good to be home. =)
