Let’s talk about how to not only find your ideal prospects – but how to actually get a hold of them and close them. One thing that I would love for you to be able to do is to double your MRR in the next 30 days.
The fastest way I have found to do this when working with my one-on-one clients is to get clear on their perfect customers. Narrow in on your best customers, then go and find more of them.
Usually, your best customers are the ones that have the biggest pain.
So let’s walk through how to identify who your best customers are so you can go and find more of them.
The mistake that I see a lot of founders making is that they rely on growth based on organic traffic only.
That’s fine. It works. But the problem is you don’t have control over who is visiting your site. Did you know that 50% of traffic that lands on your site may not even be qualified to work with you or even have the type of problem you solve?
The easiest and fastest way to grow is to go after the customers that you already know you can help and who have the biggest pain.
The way we do that is by using what I call the Perfect Prospect Qualifiers. You identify your best clients by finding the signs that you can help them.
We ask:
“How long has the customer been with you?”
“How much have they paid?”
The longer a customer has been with you and the more they’ve paid – the bigger chance that they’re likely the type of customer that you solve problems for – I mean there’s a reason they’ve stuck around right? It’s because you’re solving their problems – what you do is working and helping.
Then there are customers who complain about how expensive your product is, they sign up and churn a month later, ask for discounts.
Why does this happen?
Let me tell you a story to illustrate this.
Say you’re selling hammers. If you’re selling a hammer to someone who is trying to build a birdhouse for their niece, that hammer is probably worth about $10.
But what if someone is trapped in a car that just went over a bridge into a cold, icy river?
They’re banging on the window with their hands and it’s doing nothing. Suddenly, that hammer is the only thing that can break the glass so they can free themselves from the car before it sinks to the bottom.
How much is that hammer worth now? hundreds, even thousands of dollars, right?
So, what happened? The hammer didn’t change. It’s the same hammer whether it’s used to build a birdhouse or to smash a sinking car window.
What changed is the customer’s PAIN LEVEL. Your product can either solve a tiny pain or it can solve a huge pain.
The customers who are most likely to buy your product and not quibble about pricing are the ones who have the biggest pain that you solve. You will also find that the customers with the biggest problem are the best customers – because you are providing them with a life-saving hammer.
Even if you sell a smaller product value-wise, you can usually position your product to solve a much bigger pain. Your product doesn’t have to change – the value changes on the customer’s pains/needs.
Once you dig into those clients more, you can easily find more of them and see if they have the same pain and be a lifesaver for them.
I know what you’re thinking right now. “But Aaron, what if my top 5% of customers are all different? “What if they’re in different niches and markets?”
My advice – go after the one niche that you know has a big problem. They have a problem that’s shared among people in that same industry. There are common qualifiers that they need to meet.
Lastly, be confident.
When you’re reaching out to the customers who you know you can help – you have all the reason in the world to be and feel confident.
You help save their sales staff’s time and eliminate the need for complicated CRMs (for instance). You know we can help; therefore, you are more confident when you extend the invite to chat with them.
So, here’s the process:
- Find a big problem
- Dig deeper into your ideal clients and find more of them
If they have had a customer for a while and they have paid a lot of money, there’s a chance that you’re solving a good problem for them.
This is a big fear entrepreneurs have. “Oh no, we don’t want to reach out to our customers because what if they’ve forgotten about us?”
This fear is unfounded. If you never reach out to your customers, you’ll never know how they’re doing – and they won’t be happy with you when they find out they’ve been paying for a tool they don’t need.
We want our customers to not only be happy but to be ecstatic to work with us.
Your job as a founder is to help them find the right fit – whether or not it’s your tool. I know that sounds crazy, but you’ll find that helping the customer always comes back around.
3. What are their use cases? How are they using the product?
If you have a product that can be used for different use cases – the key is to look at their particular main uses for the tool. What feedback have they given? Use the feedback to determine your tool is working towards solving their problems, especially the big ones.
How strong are the big pains? We rank from 1-10 usually. One being the lowest and 10 the highest.
The more you understand the market, the more you’ll understand how big the pain is.
You want to be going after those who have pains around the 8-10 scale. Then you want to quantify how much does this pain cost? Time, resources, money, etc.
This is important because if you can solve a $10,000 problem for a thousand dollars – it’s much easier to get that sale than it is to solve a $2,000 problem for a thousand dollars, right?
If your product costs $50 or even $1,000/year, you want to make sure that the problem you’re solving is costing them way more than that.
Usually, you should be charging 10% of what the problem costs. So, if it’s a $10,000 problem – you can safely charge $1,000.
Let’s say for example, this tool actually replaces one full-time employee and you could hire that employee for $2,500/month. That’s a $30,000/yr. expense. You’re saving them $30,000!
And that doesn’t even include other things like upset customers, mistakes, inventory.
But – it’s not always about money. Your perfect prospects don’t always want money savings.
That’s a mistake I see others make. They assume everyone wants to save more money. Higher value clients often view time as their most valuable resource.
If you can save them time and stress – you’ll have better success at keeping them a happy client.
One of the most important parts of cold outreach is being specific about what it is that you can do and the promises that you can make and keep.
How well do you know this market? Go after a market that you know the best; you understand the pains and how the market works.
How big is the market? How easy is it to reach the decision-maker?
What are the qualifiers they need to meet for us to guarantee results? Usually this is two of four things.
For example – The SaaS companies that I can guarantee a result for are over $15,000 MRR, have a team of under 20, offer a free trial or demo, and aren’t happy with their conversions.
Can I still help you if you don’t meet the four qualifiers or similar? Yes. But I will be so much more effective with those who are at least meeting the qualifiers.
Your goal is to always be as most efficient and effective as possible – which helps your clients to do so as well.
If you’d like to grab the PPQ template, it’s available for $7 at krallclientcatcher.com. It’s got a step-by-step trainings, videos, and worksheets so you can start getting you more dream clients. Grab it here.
Good luck out there!
– A