How One Embarrassing Prospect Call Changed My Life & The Fatal Mistake You Can Avoid Too

The most embarrassing call of my life and how it helped me make more money.

When I ran my lead generation agency as a new entrepreneur, I struggled to find clients.

I thought that by casting a wide net and trying to talk to everyone, I would increase my chances of success.

But I was wrong.

I needed clients to keep my business afloat but didn't know where to start.

I tried cold calling, sending emails, and running ads, but nothing seemed to work.

I felt frustrated and hopeless.

The Wrong Approach

I realized that my approach was all wrong.

I was trying to sell to everyone instead of niching down, which made it harder to create effective messaging and stand out in a crowded market.

And I realized this after an embarrassing interaction with a prospect.

The Call

One day, I received a call from a potential client asking me about the kind of businesses I specialized in.

I stumbled to articulate it and it was clear and didn't have a good answer.

The call ended with the client saying the most upfront thing anyone had said to me on a sales call, "Doesn't sound like you understand my problems...

So why can I trust you to know how to help me?"

And hung up on me.

I never heard from him again.

And he was right.

I didn't really understand his problems.

I was so busy trying to help everyone, I didn't understand the struggle he was going through.

My lack of clear messaging was obvious to my prospects but wasn't to me at the time.

I thought that casting a wide net would result in more clients, but it only led to confusion and missed opportunities.

I started to think about what could have happened if I had a clearer target audience and message.

Would the call with the potential client have gone differently?

Could I create more effective messaging and attract the right clients?

That's when I came decided to take the concept of creating a customer avatar seriously.

I'd even attempted a half-thrown-together "avatar" at first that looks more like a melting pot of who I wanted to help rather than a specific person.

I figured there was something missing that I didn't understand yet.

And then I heard someone on a group coaching call say, "If you need brain surgery, you go to a specialist who focuses on the brain, not a general family doctor."

It was like a lightbulb went off in my head.

I realized that by creating a detailed and niched-down avatar, I could create messaging that resonated with my ideal clients and stand out in a crowded market as an expert.

I had an epiphany - I needed to define my target audience and who I REALLY wanted to work with down to their hourly schedule.

I spent hours figuring out WHO I wanted to work with, and WHAT they were thinking.

I narrowed it down to martial arts owners and started talking to as many as I could asking about their beliefs, thoughts, and daily lives.

Yes, I can tell you where my ideal clients probably are, right now...

Have you ever seen the old commercials, "It's ten o clock do you where are your kids are"?"

Now, look at the time when reading this - do you know where your ideal clients are? What are they probably doing and thinking, right now?

If you can't answer that, you probably don't understand your avatar's routines, beliefs, and emotional drivers that are going to get them to trust and buy from you.

Once I understood that, it was a game-changer.

The New Opportunity

With my newfound knowledge and approach, I started to create content and messaging that resonated with my ideal clients.

I shifted my focus from trying to talk to everyone to focusing only on my specific target avatar.

As a result, I started to attract the right clients and saw the numbers in my bank start to skyrocket.

The "Avatar" Strategy

Defining my target audience and avatar created a foundational shift in my business.

And creating a customer avatar is the step most people skip, but has the biggest impact when implemented correctly.

By understanding my ideal client, I was able to create messaging that spoke directly to them and stood out in a crowded market.

If you're struggling to find clients, I encourage you to define your target audience (the devil is in the details).

Spend time researching and creating a customer avatar that includes demographics, psychographics, and pain points.

Use this information to create messaging that resonates with your ideal clients.

I'm not alone in this journey.

Companies like SpaceX have also learned the importance of defining their target audience and creating messaging that resonates with them.

By creating a detailed avatar and defining my target audience, I was able to attract the right clients, increase my business's revenue, and achieve my goals as an entrepreneur.

The Big Takeaway

The Big Takeaway: By sharing my personal struggle of not having a clear target audience, I hope you can learn from my mistakes and avoid making them yourself.

Take the time to define your ideal customer, create a customer avatar, and tailor your messaging to resonate with them. It will be worth it, I promise.

By doing so, you'll increase your chances of success in a crowded marketplace.

Need help dialing in your avatar?

I got you, as a free bonus I'll walk you through how to do it on a free strategy session - book your session for free here.

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