The name of the game in marketing is to get people to raise their hand and say “Please Help Me”. To do this you have to know who you can get the best results from with your marketing. If you already have clients, take the highest paying 20% of them and ask yourself what they thought their number one challenge was that you solved when they first became your client. To be clear here, don’t focus on what you think their challenge is but on what THEY think it is. This is how you start getting to know your customer and your brand.

It is vital that you know exactly who you are targeting when you create this kind of system in your business. If you are marketing to everyone who will listen… STOP IT! Don’t try to be everything to everybody. If you work to a specific group of people you will be vastly more successful and it makes everything easier. Think about your top 20% (or who you think you’d have the most success with if you’re just starting your business). Define them in as many of the following terms as possible:

Geographic Demographic Psychographic Behavioral












Social Class


Family Status






What is important?

Behavior patterns

Price Sensitivity

Brand Loyalty

Desired Benefits


Grab a sheet of paper and a pen and write down exactly who your target customer is. Do it now! If you keep reading it probably won’t get done and this is extremely important.

So, now that we know who our target customer is… What questions might the people who are ready to be your clients ask themselves? Get in their head.

For example, if I’m going to buy a car, I might ask one of the following questions:

  • What can I trade in my car for?
  • How much can I get a loan for on a vehicle?
  • How do I make sure a car salesman doesn’t screw me?
  • How can I find out if I’m getting a good deal on the car I want?
  • How can I figure out what car I’ll actually love?

Find the most likely question to be asked by your potential customer and give your target market the exact answer to that question for free. For instance… My best clients want to be considered experts in their field, have massively successful companies and want to provide huge value to people. So for free, one way I show them how they can do that is with this blog. I lay out exactly what you need to do to get started whether you work with me or not. It’s huge VALUE to you.

I might want you to work with me, but that’s not important here. I’m concerned with making sure you understand how to be successful. That’s it. And if you want someone to just do it for you, well great… Let’s talk. If not, that’s cool too. Let me know about the results I helped you achieve. I always like to hear about people’s successes!

Get out a sheet of paper and a pen. I want to write down at least 5 things that the highest paying 20% of your target customer either fears or needs to answer before they decide to work with you or anybody else. If you don’t have any customers yet, spend some time and try to figure out what this might be for a specific niche group of your customers you’d like to work with. Really get into their heads. Maybe it’s a piece of a product you already offer, maybe its information they need, or maybe it’s even something someone else offers.

Figure it out. Do it now!

Once you figure out what your customer wants and needs to get started working with you it’s time to setup the process to make that happen effortlessly. And if you want our help with that or more information, you can contact us today.