The question of “How can I get new customers?” is always a big one when I’m in coaching sessions with business owners. 

It’s usually accompanied by questions like: 

• Where are the new customers going to come from? 

• How am I going to create the extra marketing so people know I exist? 

• Do I need to spend money on advertising to get people’s attention? 

These are all valid questions. But there’s something even more important that comes before we get to answering these: We have to get our messaging right. 

There’s no use spending hundreds of dollars on ads in newspapers or on radio, Facebook and Instagram if we don’t have the right message to attract our ideal clients in the first place. 

Here’s the most important thing to remember. 

❌ Do NOT make your marketing message about how great your business is. 

✅ DO make your marketing message about how you are going to solve your ideal customer’s problems. 

You are not the hero. Your customer is. 

It doesn’t matter how many awards you’ve won, how much people love you, or how many 5 Star reviews you have. (That can help build your authority later in the customer journey.)

What matters at the START of your customer’s journey is that you let them know that you have a plan and can guide them away from their current problem and towards the solution they are looking for. 

This is why it’s so important to have a really solid understanding of who your target customer is. If you don’t know who you are trying to attract, it will be challenging to figure out what problems or challenges they need help solving. 

This 3-question check-list is a good go-to: 

1. Who is your target audience / ideal client? 

2. What are they struggling with? 

3. How can your product/service be the solution to their problem?

Once you know the answers to these questions you can refine your messaging to create marketing consistency in all the places someone might engage with your business. 

Doing this first is going to help ensure any investment you put into attracting new customers has a much greater chance at success! 

To learn the 4 Key Parts of a Good Marketing Message, check out this blog post.