This week I caught up with an old friend and we talked about how it used to be so easy to drum up business—there was scarcity in the market.
These days the internet is so much noisier and defining your niche market as “anyone who needs what I sell” just doesn’t cut it anymore.
Whether we want to be location-independent or not, our customers are choosing to be. There are better, faster, cheaper solutions, and they’re more and more comfortable taking advantage of global competition and technology.
Getting your dream customers’ attention is a straight-up daily battle.
The solution is to narrow down the segment of the market you target your offerings to. The more specific and narrow you get when defining your target customer, the easier it is to get those clients coming to you.
But finding your customer niche is easier said than done
This is one of those areas where people get stuck, and oh lordy I’ve been there. I’ve made a lot of mistakes and it took me a long time to get real clarity about who my ideal customer is. The main problem I had was that I love working with all sorts of niche groups and it was hard to loosen my grip on any one of them.
Focusing on just one meant giving up speaking to all of those other groups I adore because their problems are different.
But, I finally realized, I’d never be able to achieve expert status if I tried tackling everyone’s problems. I needed to become more valuable to fewer people.
And I realized I’d never be able to sustain writing this blog because when you’re writing about generic stuff, it gets real boring real quick. Both for the writer and the audience.
It took me a long time to pick a lane I felt passionate about and could commit to—it was a process. Now, this is what I help other people figure out because I KNOW how difficult it is to do on your own from the inside.
We get stuck in our own heads and finding clarity is a legit challenge.
This is my best advice based on my personal experience —and you can choose to take it if it feels right:
1. Until you’re clear about your direction, be careful who you take advice from
Other people can’t tell you:
- What choices will make you happy
- Who you want to be (if you don’t know)
- What business decisions will make you money
Lots of people are going to have an opinion about what you should do and how to go about it, but during this fragile state of “figuring your shit out”—when you’re desperate for answers and having a heck of a time making decisions—the wrong advice could put your brain in a tailspin and keep you stuck for longer.
For example, I hear this one a lot: “Just do what you love, focus on your strengths. Work with people you love.”
I say all of these things to my clients too, but what’s missing is choosing a viable niche and a viable market segment. If you can’t make money, you’re going to create a (very expensive) hobby for yourself. It’s crucial you research the market before you go “all in” with your dreams.
If anything, give more weight to the advice given by people who have walked your path and found their way out of it and are several steps ahead of you. Or, work with a business coach who specializes in making decisions and finding your niche—especially if they have familiarity with your industry.
Just know that ultimately, the answers are inside you and only you can make the decisions. Give yourself a bit of grace and time to think it through carefully, rushing things won’t help.
2. Use the Process of Elimination
Work the problem from another angle and ask yourself:
— What am I doing now to pay the bills that I don’t want to be doing three years from now?
— What am I spending my time on that isn’t tapping into my full potential or helping me grow financially or personally?
— What services do I know are a “dead end”—there’s only so much I can charge, only so far I can grow?
— What types of clients do I really dislike working with?
3. Use Your Imagination
Forget about being practical and tap into your intuition and visualize how you want your future to be and ask yourself:
— When am I happiest in my work — what am I doing?
— Who do I love working with, what are their common characteristics?
— (I’m waving a magic wand here, you can have anything): Three years from now, what do I want to be doing? What does my ideal business & life look like? How much money am I making? What am I doing with that money? Who am I surrounded by and working with? How do I feel?
Get yourself a vision for how you want your future life and future business to be and know that anything is possible. The reason why I say “three years” is that we tend to focus on today—we have bills to pay, we have decisions to make, and it can all be so overwhelming. But we forget what we’re capable of building and creating over a period of time.
It’s not just about what you’re capable of today, it’s what’s possible. It’s what you can set your sights on and build, developing an area of mastery you can “marry,” and then trusting yourself that YOU WILL BUILD THAT.
Choosing a new direction doesn’t mean your life will change overnight—it’s always a transition. If you want to be in a different place than you are now in five years, if you want clients to flock to you for “that thing you specialize in” — it helps to have a vision of your future you can get really psyched up about so you’ll have the discipline to see it through on the difficult days.
4. Take The Time To Learn About Yourself
We have to figure out where our real value is if we want our dream customers to choose us for the value we can provide and charge what we’re worth.
This value is unique to you, it’s your competitive advantage—and you may not even aware of what that really is. All kinds of surprising things come up when I work through this process with my clients.
You can do some research:
— Take the Briggs Myers test and understand the superpowers that exist in your personality
— Ask people you’ve worked with in the past what they found most valuable about that experience
— Ask your friends what they think your best qualities are — if they were to hire you, why they would trust you
— Work 1-1 with a coach who can help you overcome your psychological blocks, help you see yourself from new angles, and build confidence in your superpowers and your zone of genius
— Read Strengths Finder 2.0
Once you understand yourself better and the value you can offer, you can start making tactical decisions from a place of strength and confidence.
Once you have a clear direction, when you’re offered advice that doesn’t serve you, you’ll be centered and grounded in your own vision and your own goals and you’ll know what to take and what to leave.
And this includes the advice I offered here today. Take only what feels right and trust yourself.