Summary:

As with the first module, this is one of the more important modules as well, so I go deep. But this is the one that many clients want to gloss over.

Many miss the boat on making money because they are not connecting with their client in a way that the customer understands, and gets how you are trying to help them. After this module, there will be no question about how you can do precisely that.

Within this training module, you will learn and receive:

Connecting intimately with your perfect client:

Identifying your perfect Avatar, your ideal client.

Ideal Avatar Visualization, created to connect you with your ideal client powerfully, so that each area of service and communication is created with them in mind.

Identifying your Clients Pain Points:

#1 Challenge – Clarify your client’s challenges, and the results that you provide, the transformation they so eagerly desire, and that you can fulfill.

We are closing the GAP, bringing it all together from pain to pleasure, the outcome they desire.

Nope, not for me clients:

We’ll even connect to which clients aren’t your perfect client so that you don’t waste precious time trying to connect and serve those that aren’t for you.

Your Ideal Avatar Blueprint:

That you can refer back to when creating marketing copy, sales pages, emails and all of your training, making what you create super simple because it’s all defined right here on one page what your clients need from you.

Identifying your Ideal Avatar in 3 easy steps

One of the biggest challenges many coaches, healers, speakers, authors, and those in the consulting world have is finding and connecting with their ideal client, their "Perfect Avatar."

They just don't have clarity on who they are meant to serve. This doesn’t have to be a difficult task. There are three questions that you want to consider when choosing your Ideal Avatar:

• 1. Who are you most passionate about serving?
• 2. Who are you most uniquely qualified to serve?
• 3. Will they pay you to solve their unique challenges?

I will help you not only define your perfect client and create an image of your ideal avatar but have you falling "in love" with those you are here to serve.

Some may skip over this step or rush through it, thinking it's not that important.

Why Identifying Your Ideal Client Is Important

During a convention I recently attended full of multi-millionaire and billionaire entrepreneurs, the main topic was “knowing your ideal clients inside and out.”

I found this curious as you’d think that everyone here was so far past this foundational step. It just goes to show you that it’s essential to go back to the simple yet powerful steps that will create the most successful foundation for you.

Not paying attention to this can directly impact your client attraction and marketing efforts.

An example of this is your copy not "speaking" to your potential clients—they just won't “GET” what you are trying share because you are not clear on who you are serving.

Whether spoken or written words, your clients will be confused about what "IT" is that you do and if you really can help them with their pain points and the desired outcomes they seek.

Once you go through this process, you will not only be able to identify your perfect avatar, but you will be able to attract more clients to you - naturally!!

Making connections and building relationships will become effortless and fun!

Are you not making enough money?

Many times if you are putting yourself out there every day, doing all the “right” things, and you still are not making the money, you know that you can.

It’s usually because of one or both of these reasons:

• 1.) Defining your target market
• 2.) Tightening and defining your niche

You have many interests, many things you are good at, and you want to work with everyone, right?

It wouldn't be fair to leave anyone out, would it?

Plus, you have so much good stuff to share that you want to give your clients everything you have.

You don' t want to put yourself in a box.

I get it!

But, here’s the challenge in this.

If you are trying to help everyone, it is too difficult to talk to that individual about a specific problem or set of issues that only your client has. It will be a challenge to speak their "language" when it comes to the problems, wants, and needs unique to who they are.

What ends up happening is that you will flounder a bit and not attract any or many clients.

You will ultimately find yourself hopping around because you are not committed to any one thing or person and looking for the magic answer as to how to attract the right clients into your business.

Many times, your perfect niche is something that you have experienced yourself in life’s challenges that you have had to overcome, or that you are committed to giving a voice to, or are just plain crazy-passionate about.

So, it would be safe to say that what a lot of you are seeking in your ideal client is already within you!

More than ever, I know you have a deep desire to help others overcome a specific challenge and experience the transformation you know they can have.

Perhaps it's a message that you are so deeply committed to that you can't help but share it with the world.

You desire to change lives through your message—the magic here is the personal drive and passion behind it.

If you are having difficulty narrowing down who your ideal client is, think about it as if you were having a conversation with them. Yes, just one person.

• 1.) Your ideal Avatar is usually YOU 3-4 steps behind where you are right now in your business or what you experienced in your life, relationship, business, spirituality, or as it applies to money.
• 2.) Your niche often is determined by something you’ve previously experienced, worked through, and are passionate about helping others solve. Usually, it’s something you have had to overcome.

Pick one transformation that you are passionate about delivering results for and helping your clients achieve.

To be an authority, you don’t need to know everything, just be ONE step ahead of your client. So cut yourself some slack, get out there, and begin connecting with the people who need your help!

Get really good at this one thing, become known for this and then move onto to the next BIG idea.

The key is that you want to choose one thing and get good at it.

Become known as the go-to expert for whatever you have chosen.

Don't worry, your niche can be your lifelong business message, or you can perfect this one area for a year or two and then decide to move onto the next.

We’ll talk more about your defining your signature niche in the next module, but for now, I want you to be narrowing down who your perfect avatar is and getting to know them really, really well!

She is just waiting for someone exactly like you to help her overcome her most significant pain point!

Your Unique Brilliance

Most female coaches strive to be known for something unique, making them stand apart from their competition.

I like to call this your Unique Brilliance.

So more than likely, your first niche becomes your first product or Signature Service. Many times, over the years, your overall message won't change much, but your niche will become more defined and evolve as you grow as a coach, healer, mentor, as a compassionate leader.

It will become your calling.

Take me, for example: When I started out mentoring entrepreneurs, it was to help them step into their purpose and be able to work from anywhere, anytime, while achieving the lifestyle they desire.

I had come from a corporate background. So, I ran my business that way.

Twelve years later, I teach something similar but have deepened my message to empower awakening entrepreneurs. I teach those women who believe in a higher power to fully step into their purpose, be, do, and have the business and life they desire while serving the world with their gifts.

I understand the trials and tribulations entrepreneurs can come across in their journey, so mindset has become a massive part of my teaching.

I couldn’t have taught that in the beginning.

You see?

I awakened to my own intuitive and spiritual gifts. Again these hadn’t been heightened the way they are now. So my niche is similar, but I worked with more connected, evolved entrepreneurs.

At the core, it’s the same niche as 12 years ago. Doing what you love, with who you love, living the life you love.

Make no mistake; it was a bit of a mindset challenge to switch from teaching everything business and marketing to adding the intuitive and mindset to my training, which is my biggest asset.

The key is you want to be specific about this transformation, the problem, and how you can solve it. And, WHO it is that you are empowering to solve it for.

The magic comes when you are connected to your Unique Brilliance and understanding how this naturally attracts those you desire to work with.

Once you can share this crystal clear vision with your perfect client, they will purchase from you.

They will be attracted to you because you understand them, their challenges, and guess what...YOU have the solution to their BIG problem!

So it will be a no-brainer to work with you!

Since more than likely, YOU are your best client, think about what would have best assisted you 1, 2, 3, or 4 steps behind where you are now in your business.

What would have helped you get to this point where you are now faster, without the challenges?

If you feel a bit like an imposter like you just aren't entirely where’d you’d like to be yet, don't let that hold you back. Revisit The Five Keys of Conscious Creation in Module 1.

Just step into the identity of the person you are striving to be and you’ll be well on your way to serving those you love, creating transformations every step of the way.

Ask yourself, "As this person, with these results, what steps do I need to do before getting there?" Example: as a client attraction rock star, as a multi-million dollar coach, etc. what would that person do?

You can’t help but be happy and work at your best when you are super passionate about who you work with while sharing your passion.

Apply what I've discussed, and you will no doubt attract more customers because you not only speak your client’s language but because you are now intimately connected. You are crystal clear on their biggest challenges, hopes, dreams, and desires, and you absolutely know how to close the gap from where they are now to where they desire to be.

Just a little repeat in my messaging. ;-) Ensure everything, including your copy, your videos, and branding, align with this, and you will be golden!

Identifying Your Ideal Avatar Visualization

• Be curious and ask her what her favorite social and business groups she frequents online are.
• Why does she enjoy these so much? How do these groups help her?
• Now let’s really connect, allow her to begin to open up to you . . .
• She shares with you that she didn’t sleep very well last night. You get curious and ask her to tell you more about that.
• Go ahead, describe what is keeping your friend awake? What is she troubled with? What pain is she experiencing? Or, what secret desires is she dreaming about?
• What has her waking up at 3:00 am every morning?
• What is it she wants instead? If she could be, do, or have in her life, what would that look like?
• How would she feel if this challenge would magically go away?
• What would this do for her?
• For her family?
• Is there anything else that she desires, secretly, maybe? What has she been longing for?
• Please, you share, tell me more about that?
• Allow her to share her dreams. . .

• What’s stopping her, blocking her from having all this she so badly desires?
• Now, it’s time she gets on with her day. You ask if you can hang with her for the day. She doesn’t mind, so you go and grab a coffee together and start your day.
• Describe her day. The fun parts. The challenges. The deep painful experiences. The secret things that she desires instead. Does she work out, work, have a business, drink wine, have children, get as detailed as possible as you follow her around the entire day.
• Be descriptive in what she loves, hates, is she too busy, is she challenged by money, or does she not have to worry about that. Describe the whole day - even down to if her house is messy or clean. Does she have a housekeeper, someone to cook food for her and her family? Is she healthy? Does she cook? Does she enjoy gardening? Walking. Meeting her girlfriends.
• Describe it all.

Identifying Your Ideal Avatar Visualization

Identifying Your Ideal Avatar - Worksheet

Review everything you wrote down from your visualization exercise:

After your visualization, answer the questions below. Describe your ideal, perfect avatar in 1-2 short sentences.

My Ideal Avatar:

In a few sentences, describe what your Ideal Avatar looks like, her personality, where she lives, income level, marriage status, home status, business/career:

Understanding Your Client’s Needs

This next section may seem a bit redundant, but we are getting to know your customers at an even deeper level now. We want to be super intimate with them so that we can support them.

An easy way to connect with your customer’s needs is by brainstorming everything you think they need. Or, you could skip this and just ask them!

I suggest doing both!

Take some time to sit with this, grab a cup of coffee or your favorite beverage, and write down everything you think your client needs. After finding out what part of their needs is causing them the most distress, this will become their top pain points.

This becomes important when getting into the creative process of putting your services together because you’ll want to concentrate on their number one pain point.

Now, based on the last lesson, you should have this down pretty well, but I’d like you to take it even further.

The more you nail this, the easier it will be to define your niche, attract, and serve your clients.

Many try to figure out their niche first and match their clients’ problems to the niche. I know I’m reversing this process, but hang in there, there is a method to my madness so that when we define your niche it will be super easy!

And, more than likely, you already have some ideas on your niche, or you are re-defining your niche, and these exercises will make it so there is no question in your mind which path to take.

The more clarity you have, the more successful you’ll be. The deeper the pain point, the more you can charge. The money people pay you is not based on time; how much content or coaching you give them. It’s based solely on how badly your customer desires the transformation you offer.

So the needs your clients have may or may not be their ultimate pain point. Their needs could be to feel a certain way themselves ultimately or even be perceived by others in a certain way.

For instance:

A Divorce Coach’s customers needs could be:

Now, in this next section, we’ll go deeper by giving you some questions to dig deeper into the pain they are experiencing.

Because if you don’t gain clarity on this pain, your customer will not pay you. If they do, it will be a struggle to get them to pay for your higher-end program because you aren’t clear on their pain points.

We’ll do a brain dump of all of the pain points your ideal avatar possibly has.

In the end, we’ll close the GAP between where they are and where they want to be and exactly how you can help them get there!!! You’ll want to hold on to this information for all of your marketing copy and sales pages.

How do we find out your customer’s ultimate pain point?

Asking some of these fundamental questions will open up the door to your client’s pain points. Or, surveying current clients, customers, groups, and social media outlets you already frequent.

Deepen the need, getting to the pain through these questions:

For example, some pain points for someone could be:

More ways, you can research your client’s needs and pain points:

I’ve done market research interviews, and still do to this day. One, it helps keep my finger on the pulse of what is going on with my customers, and two, they straight out give me the information I need for what course or training I offer next.

Even if you are new, people are eager to help. Usually, just the fact that you need help and they want a chance to talk about themselves is enough to conduct an interview. You can offer them a freebie or gift of some type, but it’s not necessary.

Capture the exact words they say, because these words are gold. You can use this in your marketing. You will capture their exact essence and their deeper needs. Even if you’ve been doing this for a while now, don’t rely on your memory. Reach out and ask your clients what they need.

Surveys in your Facebook groups are great too! And, email list. But the key here is to ask what is the biggest challenge as it applies to “x.” And give them a bullet list to choose from and rank as the highest pain point as it applies to what your interests are.

People tell me all the time that they thought they knew their client so well, but when they went to research their clients, the customers chose a topic that would solve a need much different than what they would have thought.

Do your homework! It’s worth it!!! ;-)

Pain Points:

Common examples of challenges/pain points

What is the Outcome/Result your Client craves?

Common examples of results/outcomes/solutions

Pain to Pleasure

Under Pain - List all of the urgent problems your clients have.

Under Pleasure - List all of the results they crave.

Write as many pain points & pleasure points as you can, as quickly as you can. You will use this list over and over again within your copy to describe the challenges your clients have and the outcome they desire. I call this closing the GAP. This will assist you in defining your Signature Niche.

List the Pain/Problem & the Pleasure/Outcome your client desires.

In the space below:

Closing the GAP

Magic Questions to Discovering Your Hot-Selling Topic or Niche

You should now have a crystal clear idea of who your ideal avatar is, what problem you solve for them and the main result that they are looking for.

My Ideal Avatar

*In module 3 we’ll drill this down even further into what “type” of client you serve.

Lesson 4: Nope, not-for-me client:

Take a quick moment and step into the shoes of a client that you do not want.

In the beginning, you want to help anyone and everyone. I’m here to say say it’s okay to say, NO.

Let’s just get this out of your system right now.

Don’t worry. No one will see this except for maybe me!

We will take a moment and connect with the type of client you absolutely do not want to serve.

It’s nothing personal. They just aren’t a good fit for you or your service.

The thing is, you want to identify these at the very beginning of your business or new niche. Even after being in business for as long as I have, I still have to double-check this. My giving nature is pulled in the direction to help everyone. I know you’ll feel this too.

One thing that I do is I keep a list of other business owners in specialty areas that may be able to help certain people more than myself.

Usually, these people are easy to spot because this just isn’t your area of expertise.

If your marketing copy and language are right, you probably won’t attract too many you cannot help because you’ll be pretty spot on with your copy on who you can and can’t help.

Who your services are really for. Simply by saying, this service is for you if . . .

But, it could be something else such as:

Whatever it is for you, you want to know if your client is not a perfect fit for you. My motto is that it always has to be a win-win to work with a client at my Platinum level because we work together so closely. This is very important.

Be careful in this circumstance that you don't undercut your ability, skill-set, or knowledge to help somebody. Let me give you a perfect example.

When I first began mentoring healers and holistic practitioners, I hadn’t advertised that I was doing this yet.

My energy healing and intuition were just beginning to blossom, so I didn’t trust the information coming to me yet. Therefore, I didn’t have the confidence to help someone in this field.

I had a psychic who came to me and wanted to hire me as my Platinum Elite Visionary client, which meant we’d be working together 1-1 for a full year. Instantly I adored him. He already had a course, but he wanted to up level his business. He was only making around $24,000 a year.

As soon as I got off the phone with him, I started to second guess everything. I doubted my skill to help him. I ended up taking this to my spiritual and business mentor at the time, and I asked, “Who am I to help this person?” and she replied, “Who are you not to?”

Now, go and help this person. He’s pretty much handing you his credit card. So I did! He ended up being one of my star students, and worked together for 18 months. I think he ended up paying me around $25,000 to work with me during this time. Interestingly enough,

I found out later that he had no idea how he would pay me when we first started.

This young man created $279,000 within this time frame, wrote his first book, traveled the nation speaking at live events, filled up his 1-1 Platinum client foundation, and created a full year-long group program.

Again, make sure that if your perfect client is standing in front of you, that you don’t turn them away because they are stretching you to become more of who you are meant to be.

If you turn them away, make sure it’s because they don’t fit your profile.

Write down anything that would have you saying NO to this client.

Lesson 5: Want to get to know your clients even more?

Join a Group

The easiest way to find out what your customers need over and beyond asking them is actually to hang out with them!

Quit stewing and fussing on whether you REALLY know what they need. Just have a chat with the people in the group and hang out in some of the same circles your perfect avatar does. You'll know know exactly what they need.

How? They’ll tell you in the forums! And the comment threads. You can even begin sparking up a conversation with them and if it feels right, invite them over to instant messenger to connect with them further and invite them to a Discovery Session with you!

Just search on Facebook, Linked-in or Meetup. There are so many of your ideal clients just buzzing about in the Facebook Groups. Just do a quickie search, and you’ll get a whole list of groups that suit your needs. Join us if you can! And begin some great conversations.

Create Your Group

You can also create a group yourself that would place you as the go-to expert in your particular niche. Engage in the posts that come in. No selling. Just be yourself and if it feels right, ask if they’d like some assistance with their “challenge”. Facebook Groups are an easy way to do surveys and see what their top, most immediate needs are. Create your services around the answer to this survey!

Research Who Else Has The Same Clients

Have a look at your competitors. There are more than enough clients to go around.

This will help you connect with key challenges and desires that come up over and over again.

Just seeing some of the wording that your competitors use will help you connect with who you want to work with, what you want to offer, or not.

Yes, you can look at it as a tool to determine what you don’t want as well

Where do all of my clients hang out?

Create Your Own Group

Begin attracting your ideal client into your very own Facebook Group by doing Facebook LIVES on your Business Page and then inviting them to further the conversation inside your private group that you designed “with them in mind.” Have different themes for each day of the week you can repeat to gain traction and interest.

Brainstorm Theme Names for Each Day of the Week:

List other competitors who have similar clients. Write down what stands out that you like, what you don’t like as it applies to connecting with your ideal client.

Lesson 6: Your Personal Avatar Blueprint

Bringing it all together!

Describe your perfect avatar, who this program is for: