Your customers are the center of your business. You should be able to describe in detail every aspect or characteristic when you’re thinking about your ideal customer. For your business to succeed, you need to know them better than they really know themselves in order to be successful.
This means you want to be able to answer these types of questions in a flash:
- What is it that my people really want to know?
- What is it that they really need to know?
- What are their pain points?
- What’s the problem they have right now that I can solve?
Whatever your product or service, you need to know these important details of your customers’ lives. Once you know this, what you do with the information with regards to what you offer them is a critical decision.
You need to offer them your best stuff. When you’re designing free resources whether it’s for a lead magnet or a cross-promotion, you want to give them your golden nuggets. Too many people get this wrong. They’ll say things like, “I don’t want to give all my best stuff out for free, because then they wont buy from me.” Think about the mistake here, if what you’re offering is average, these potential customers will think your business, service or product is average.
When you have a great thing to offer, you want potential customers to get a great taste of it. For example, if you walk past an ice cream shop and they’re offering free samples, what happens if the double chocolate chip ice cream is just “okay”? Are you going to walk in? Probably not. However, if you try the best flavour they have, and it melts away in your mouth leaving you wanting more, will you buy a cone then? The chances are a lot higher, and if you don’t walk in that day, maybe on the next hot afternoon you’ll decide to go back. The same applies to the free things you’re offering your customers. You want them to sample your best work.
Let’s take it a step further with referral marketing. When you’re looking for good referrals and building into your sales funnel. You need to make it easy for people to refer others to you. The key is ensuring that when people are making referrals for you, and you’re offering something for free on either end, it’s a high quality reflection of you.
So don’t hold back, when you’re trying to attract new customers and referrals, give them your best stuff.