Here are some easy introductory questions to get you thinking about your business and how these steps can help you create a system to attract the customers you want to your business.

Step 1 – Setting your direction. From where you are to where you want to be

Where are you now

• What is your business model?
• Where do your revenue streams come from?
• What is most profitable?
• What is working well and what isn’t?

Your existing customer base

• Who are they?
• Who are your best customers?
• How long do customers stay and what is their value?

What is your longer term vision for your business?Where do you want to be?

• What is the purpose for your business?
• Which revenue streams would you like to grow?
• What are your specific business goals?

Step 2 – Understanding your market place and your competition

Your market

• What is happening within the market place you are operating in?
• What is the size of the market you are in or entering?
• What is the potential demand for what you are offering
• What are the trends, hot issues and gaps that need filling?

Your competition

• Who is your competition?
• What are their strengths and weaknesses?
• What is your competition not offering that the market needs?
• What benefits do you offer that your competition doesn’t?
• What can you learn from your competition?

Step 3 – Understanding your customer

Your target customers and strongest niche

• Who are the ‘right potential customers’ for you to focus on? 9 What are your ideal client criteria?
• Who are the best most enjoyable and profitable clients to work with? 9 What are the main problems your target client has? 9 What do your target customers most want?
• What is a strong niche group of people with problems you could focus on?
• Where can you find these customers?

Step 4 – Creating your solution. Creating your value proposition

• What is the solution you are proposing?
• What are the key elements of your service?
• How does this solution solve your clients problems
• What are the biggest benefits you offer?
• How are you going to package and price it?

Step 5 – Creating a path to your business

Attracting hand raisers and building a list

• How could you find and attract those with an interest and need for your services?
• What would attract your potential customers to take the first step with you and their register interest?
• What could be the steps up your sales ladder from initial interest to long term customer?

Getting your sales systems in place

• What systems do you need to have in place to list build?
• How can you capture and record potential customers’ details?
• What do you need set up to communicate with your list?

Step 6 – Creating your marketing messages and materials

• What brand image would attract your target customer?
• What messages would hit the right spot? 9 What marketing materials do you need?
• What are the best marketing channels to your market?

Step 7 – Choosing and planning your marketing methods

• Which methods are most likely to reach your best customers?
• What methods are low cost and work well?

Step 8 – Developing your budget and return on investment

• What are the implementation costs for each method?
• What resources are required to implement?
• What return do you expect?
• How will you measure the return you get?

Step 9 – Planning your sales and marketing strategy and actions

• What is the strategy plan for each method? 9 What is involved in getting each one set up?
• What is your action plan?