Ideal clients are nearer than you think — Kelford Labs Daily

In David A. Fields’ short and insightful book, The Irresistible Consultant’s Guide to Winning Clients, he writes:

“Ask yourself: ‘What should I talk about with the buyers I can already reach?‘”

See, when consultants, advisors, and marketers want to grow their business, they usually start looking... out there.

Toward their imagined “ideal,” that big brand they dream of working with. Some crowning achievement they aspire to.

Meanwhile, there are potential clients much nearer by who could lead them to those aspirations if only the consultant paid them any attention.

Because, let’s face it, if your ideal client has never heard of you they’re not going to hire you. But if they keep hearing about you because of the incredible work you’ve done with others, they might.

We can’t rush to the end. We can’t skip the middle steps. There’s no montage we can cue where we get to speed past the messy work of getting clients and growing from there.

So, if you’re working toward an ideal client, ask yourself this:

“Who’s nearer by I can work with and influence, so that they lead me to my next best client?”

Ideal clients don’t have to be searched for or struggled after.

You can let yourself be led to them.

Reply to this email to tell me what you think, or ask any questions!

Kelford Inc. shows communicators the way to always knowing what to say.