How To Go From $100,000.00 To $1 Million Real FAST ... While Working Less

Take a good look at the image to your left. Which one of those objects is longer: the vertical image or the horizontal image?

Did you find the longer or taller one?

Take another good look. Are you sure your pick is the longer or taller among the two?

Okay, I'll save you the headache.

Neither of those images is longer or taller than the other. In fact, they have the same height.

I bet you thought the vertical image was longer or taller than the horizontal image or vice versa? So if you did, then the question is WHY?

I'll tell you why.

PERCEPTION - that's why you chose one of those images above the other or thought they were the same height.

Ladies and gentlemen, in that analogy lies the secret to 10x your business and right now begin to generate more money than you have ever made.

ONCE UPON A TIME:

When i started my consulting business i was barely getting by. I was making 6-figures annually but i knew there was more money to be made. I wanted that piece of mind that came with not having to worry about money and the piece of mind that came with not having to worry about where my next customer was going to come from. I wanted to spend more quality time with the people that really mattered to me the most (my family) and wanted to make a real long lasting difference in the lives of people who encountered me and my community.

All the people I looked up to were either 8 figure entrepreneurs or 9 figure entrepreneurs. I knew there was more to just earning 6-figures.

So one Saturday evening, i called my mentor and said to him, "I need to level up".

After pouring out my heart to him, he said to me, "Emmanuel, if you want to take your business to the next level, you need to attract more ideal clients". He went on to explain the difference between my ideal client and my typical client and made it really clear to me.

I took his advice and run with it. Long story short, i hit my 7-figure goal in less than 90 days.

WHAT MADE THE DIFFERENCE?

Let me ask you a question. Who is more important: your ideal client or your typical client?

Your next level is connected to the correct answer to this question.

For example, if you're currently generating $100,000.00 in annual revenue, you could potentially add $1 million in new revenue by simply knowing this difference and applying what I'm going to teach you today.

I'll tell you this - your ideal client is way more important and valuable to you than your typical client.

Your typical client NEEDS what you sell, and your ideal client WANTS what you sell.

Your typical client NEEDS what you sell, and your ideal client WANTS what you sell.

There's a HUGE difference in that statement and an accurate understanding of that difference holds the key to your next level.

Let me explain:

Your prospects may or may not buy what they need, but they'll always buy what they want and pay whatever price is asked.

People who buy what they need, usually have to justify the reasoning behind the purchase. These prospects are very logical in their decision making process and most of the time, want the cheapest deals on the market.

Prospects who buy what they want, on the other hand, buy based on emotions, feelings and perceived value.

Needs are logic-based whereas wants are emotion-based.

Needs are logic-based whereas wants are emotion-based.

Most businesses tend to attract prospects who need their services. In other words, they attract their typical client.

However, if you want to level up like I did real FAST while working less, you need to learn the skill of attracting more prospects who want your services.

But that's not the only thing.

You have to be able to sell high-ticket products or services to these prospects. That's when you really begin to scale.

Now that you know who your ideal client is, the question is this: "How do you attract these kinds of clients"? I'll share with you three strategies:

1. create an ideal customer avatar
2. create a Unique Seller Proposition
3. become Omnipresent

CREATE AN IDEAL CUSTOMER AVATAR

First, you must create an ideal customer avatar or a customer persona for each service or product you offer. A customer avatar is a fictional character that represents your ideal prospect.

A new product means a new ideal customer. And, a new ideal customer means a new ideal customer avatar must be built. 

In some cases you'll need to speak with some of your current ideal customers to have an accurate depiction for the ideal customer avatar.

However, your ideal customer avatar will have 5 major components.

• Goals and Values
• Sources of Information
• Demographics
• Challenges & Pain Points
• Objections and Role in Purchase Process

Here's an example of a great customer avatar.

CREATE A UNIQUE SELLING PROPOSITION

Second, you must have a compelling and powerful message to attract these prospects.

According to Gerald Zaltman, a Harvard Business School Professor, 95% of our purchase decision making takes place in the subconscious mind ( Link to HBR article).

This lines up with the idea that prospects buy based on emotions.

Your job as a business owner is to find out how to reach your ideal prospects emotional subconscious mind with your message instead of their rational conscious mind.

Remember, your ideal client will buy based on perception and not reality.

But we live in a world where everyone is trying to get your ideal clients attention.

So, how do you get your ideal client's attention and get your message heard by their subconscious mind?

HERE'S HOW YOU DO THAT:

Craft a Unique Selling Proposition (USP) and let it be the core of your message and share it with your ideal prospect using narrative psychology or story telling.

The more your USP is about you rather than your ideal clients, the less ideal clients you'll attract.

The secret to attracting your ideal client is to make your message about them.

Honestly, your prospects don't care about you. They don't care if you went to Harvard, or have met Jesus in person; they don't care if you've been in business since 1875 B.C. etc. They just don't care. That's the simple truth.

When you approach a prospect, you want your message to be about them. You want them to do the talking. You have to let them tell you what they want. Listen to them. Hear them out. Let them pour out their heart to you. Before long, your listening attitude will strike a cord in them and send a subtle message to their subconscious mind that tells them that you're genuinely interested in their pain and care about them.

Your job is to craft a compelling and powerful message that speaks to whatever that pain may be, in a very unique way that causes the prospect to make an emotional and psychological connection with you.

A UNIQUE SELLING PROPOSITION THAT WORKS

Majority of the time when businesses think about getting to their next level, they say things like:

"We need a better looking website"

"We need to advertise regularly on Facebook, Google or both"

"We need to show up higher on Google when someone searches for us"

"We need to do a TV ad"

"We need to do a Radio ad"

"We need to employ more people"

"We need to invest in SEO"

"We need to start a blog"

"We need to invest in Social Media" (Facebook, Twitter, Instagram, Youtube, etc)

"We need to invest in a Podcast"

We need this; we need that. The list goes on and on.

PAUSE ...

Everything mentioned above is the tactical aspect of marketing. But here's a very important question to ask yourself. Which is more important - tactic or strategy?

Of course, strategy supersedes tactic any day.

The strategic aspect of your marketing is your message. Yet, this is the most neglected aspect of marketing. Without a compelling and powerful message that follows my D.E.E.P method, you will not be able to attract your ideal client on a steady basis and actually get to work less.

What you say to a prospect and how you say it, is far more important than the medium where you say it

This explains why business owners tend to blame the marketing medium when marketing results are poor. They fail to understand that the problem actually isn't the marketing medium. It's your message. Here's a simple way to fix your messaging right now. This quick fix will cause you to increase your advertising response by 10 to more than 100 times.

INTRODUCTION TO THE D.E.E.P METHOD

To craft a USP that wins, use this simple formula: 99% of all marketing professionals don't know this simple formula and then they wonder why their marketing does not work. When you can't communicate the true value of your services or products, you're doomed to compete solely based on price. This is exactly what most businesses do. Even the fortune 500 types. Here's how to create a winning USP. Use my easy to follow step-by-step D.E.E.P method.

D - Disrupt ... first you must disrupt your ideal prospect, get their attention and arouse their interest. This stage is very critical.

E - Engage ... second, let the prospect know that information is forthcoming that will cause them to make the best buying decision possible. Here's where they'll decide if you're worth their time or decide to do business with your competitors

The Disrupt and Engage hits your prospects emotional hot buttons.

E - Educate ... third, you must help them see that your business is the only business in the world that can help them with their problem. Provide information that further engages their emotional mind. Use stories and make it about them. Make them the protagonist of that story. Remember, you don't want them to start engaging their rational calculating mind. You're not after the typical client. You're after your ideal clients; clients that will take your business to the next level. You want them to make a choice that comes from a place of WANT instead of a place of NEED.

P - Present ... now that you've disrupted your prospects based on problems that are important to them, engaged by your promise of the solution and made them come to a place of WANT with your education, you want to give them a low-risk present or offer that motivates them to take the next step or steps in your sales process. This present is what is called a lead magnet. Offer things such as a free report, audio, video, webinar, free ebook, etc; something that will continue to educate them.

THERE'S MORE

Before your ideal client buys from you or gets involved with any services you provide, three things must happen:

1. they must trust you
2. they must have a relationship with you
3. you must be on top of mind.

Trust & Relationship

Do the following to secure the trust of your prospects. This will also cause you to be in a relationship with your prospects

• inspire and motivate
• build rapport
• give attention
• show empathy
• persuade
• clarify your message
• make it memorable

Top of Mind

Researchers say that we're exposed to about 5,000 advertisements per day on average. Hence we can say that in any 7 day period, we're exposed to approximately 35,000 advertisements.

Quick question:

Of those 35,000 advertisements, how many do you recall?

A lot of the time, i get a "none" or "1" whenever i ask this question.

So if you're thinking that because your prospects know your place of business and have seen you a couple times that they're going to do business with you, then think again.

At just the right time, when your prospects are ready to take action, you must be on top of mind or you will not get their business.

This brings me to my third point -

OMNIPRESENSE:

How can your prospects act on something they don't remember. You've seen several advertisements about different things.

How could you not remember majority of them? This is because they were not on top of mind. Same goes for your prospects.

Here's how you achieve top of mind - become omnipresent.

Remember those advertisements that follow you everywhere you go on the internet? Well, they do get annoying sometimes, don't they?

But the truth is, they work.

For example, let's say you're in-market looking for a buyers agent to help you purchase a piece of real estate. You start doing some research on the internet. You visit 5 different websites and say to yourself "I'm going to look again in about 2 weeks".

The following day, you decide you want a pair of sneakers. So you go on amazon or some other website and start looking at different sneakers. However, you notice something. One particular buyers agent whose website you visited yesterday, starts popping up in the advertisements that you see. You see his advertisements for the next 2 weeks almost everywhere on the internet. He educates you on things you need to consider when choosing a buyers agent and so much more.

Question is: who would you call when you're ready to resume your research for a buyers agent?

I'll tell you who you'll call. 99% of the time, you'll call the agent whose advertisements followed you everywhere because they were on top of mind.

BOTTOM LINE IS THIS

To put everything in perspective, your ideal client WANTS your services while your typical client NEEDS your services.

To attract your ideal client, you'll need to create an ideal customer avatar of them, create a unique selling proposition that engages their emotional subconscious mind and become omnipresent to stay relevant and on top of mind.

Name one professional athlete who doesn't have a coach? I bet I'll wait all day for you to name a single athlete.

In fact, Tiger woods, has a total of 9 coaches helping him from his golf game all the way to his financial investments.

Let me help you

I help frustrated, struggling and concerned business owners who want to 10X their revenue and actually work less immediately generate more leads, attract more ideal clients and make more money than they have ever made before … even in a horrible economy.

If you could use my services feel free to reach out to me on here or click here to book a short 10 minute discovery call and tell me about your situation.

Hope you got a thing or two out of this post.

Until next time, know this ...

"Nothing is impossible, the word itself says 'I'm possible'" - Audrey Hepburn

Emmanuel Owusu.

Business Growth Consultant.