Niche Down to Level Up!

Jul 17, 2021

Much like an endangered animal, the entire concept of our divine client often seems to elude us.  We build up niching until it’s something we dread, and while we put it off, our divine clients are out there, just waiting to meet us!  Let’s help them along, shall we?

Many of us are terrified to niche down, but we’ve all heard the saying, “When you serve everyone, you serve no one.”  Just remember this – even Jesus niched down.  Mark 2:17 reminds us that, “When Jesus heard it, he saith unto them, They that are whole have no need of the physician, but they that are sick: I came not to call the righteous, but sinners to repentance.”  He came specifically to see the sinners – that was his niche.  Learn yours today and focus there.  You can still serve those outside your niche, but you need to direct your message somewhere – why not focus it on your divine client?

How Will I Know?

One thing you may have noticed when you first started developing your niche and therefore your divine client was that she probably has a lot in common with you.  That’s not unusual, as we typically want to help people who are struggling with issues similar to those that have given us a hard time in the past. 

So, how do you differentiate your divine client from yourself, and how do you know when you’re speaking with one?  First and foremost, let’s take a look at finances.  How you price your offer and whether you think someone can afford it or not should each be mutually exclusive.  Remember, how you price yourself can say a lot about the services you offer; too cheap, and your prospect will wonder just how good of a deal they’re really getting if the price is that low.  Your divine client may even be turned off by too inexpensive a deal.

Meaning, you should charge what you’re worth, not base your fees on whether or not you think someone can pay.  Easier said than done, though, right?  Your divine client knows what you’re worth and is willing and able to pay to have you serve her.  In other words, it may be time to stop swimming with the guppies and go after the sharks instead!

But how do you know if you’re actually speaking with your divine client?  How do you know this is the person who has been down on her knees, praying for exactly you to come into her life?

God will tell you!  Take it to the Lord to learn how you can best serve your clients and be honest with yourself.  Think of the characteristics of the client for whom you know you can do the most good.  Is she funny?  Is she smart, driven, goal-setting, financially secure, faith-based, or dedicated? Maybe she’s all of the above.  When you find someone with whom you can discuss these attributes, then the chances are good, you’ve found your match.

Now What?

So, you’ve found your ideal client – now what?  How do you move from the small talk that let you know you were speaking with HER, to a sales conversation without sounding salesy?  The best way to do this is to remember that you’re here to serve her, not sell her.  Through the course of your F.O.R.M. (Family, Occupation, Recreation, Message) or small talk, you may have heard her mention a problem that has her frustrated, for which your products or services may be the perfect fit. 

It’s key to remember that this is a two-way conversation.  Ask questions, sure, but don’t drill her.  Share some details about yourself that have to do with the key characteristics defined above.  Continue to build that rapport, while asking more probing questions to get right at the heart of the matter.  She may be looking for something you don’t offer after all.  If that’s the case, don’t worry!  There are plenty of sharks in our proverbial sea! 

Offer something that may help her with her problem, even if that’s a referral to someone else who might better suit her needs.  If your business is the perfect fit and she is your divine client, then it’s just a matter of asking for the sale!  Whatever you do, always remember to ask for the sale.  For, as we are reminded in Matthew 7:7, “Ask, and it shall be given you; seek, and ye shall find; knock, and it shall be opened unto you”

Simple Solutions

All you have to do is:

  • Ask God who He wants you to serve
  • Make a list of 10 places where your divine client could be
  • Start reaching out with the purpose to serve
  • Look for what they feel they are missing and how your product/service can fulfill their need
  • Ask for the consult to discuss the options you have to help them solve their problem

And as you search for that divine client, why not use software to make it even easier? Did you know you can turn your Facebook messenger into a customer relationship management tool so you stay on top of your contacts and automate some processes without losing the heart in heart-centered prospecting? It’s true, and it’s changed my business big time! Come check out more here:

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