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?


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