elle emme

holistic business strategist & coach for coaches & healers

attraction marketing

Throw Away Your ICA & Attract Your Dream Clients Instead

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I finally figured it out! You can officially throw away your “ideal client/customer avatar” worksheets now because you don’t need them anymore! They don’t focus on what’s most important for you to know about your actual ideal, PREMIUM clients, which makes them a giant waste of time. 

Additionally, I believe they keep many of us stuck because they ask us to think like someone else, or to get inside someone else’s mind. 

We’re not spending any of our time on pointless tasks that hold us back from moving forward because we know they keep us from building momentum and serving the people who need us. Right?

How to Identify Your REAL Ideal, PREMIUM Clients 

Am I hitting the premium too hard? Because it’s really important to make that distinction.

If you want to grow & scale your business, you need a premium service or program, at a premium investment price that appeals to high level leads with premium mindsets.

But it’s more than that. Their mindset is only one dimension, and in my opinion, it’s probably the easiest one to get a handle on because some things are universal. 

For instance, a “premium mindset” includes growth & investor mindsets, but to put it simply, you just want someone who sees the value in what you do, and is willing to invest in the transformation they want that you can guide them to.

And here are two more key elements. They have to:

  1. Recognize that they have the problems you solve,
  2. WANT solutions to their problems.

The rest is a lot more personal, so let’s get into it…

Here’s my hot take: Until you know who YOU are, you can’t possibly know who your ideal, premium clients are. That’s it. You need to know your superpower, your most dominant learning style, the characteristics in the people you like to surround yourself with, & who gets the best results from working with you. 

On a personal note, I think the reason I had so much trouble identifying my own REAL ideal clients at first was that all of the gurus & other coaches I was following, including my own coach at the time, were teaching that you need to understand & “think like your ideal client.”

But that was a real sticking point for me because I didn’t really know how to do that. I’ve never known how to think like someone else. I can only think like myself, and I’m a total weirdo, so how was I supposed to read their thoughts?

Also, we all have literally thousands, if not tens of thousands, of ideal clients out there in the world. Hell, maybe even more than that depending on your niche! How can you possibly get inside all those minds?

Then suddenly one day, it just sort of clicked for me…

An “ideal client” isn’t some kind of weird construct that you “figure out” from the outside, so you can write down a bunch of made up stats on an ICA worksheet. You don’t have to make guesses about their education level, marital status, what college they went to, their income tax bracket, gender, hair color, do they like The Sound of Music, etc.

Because when it comes right down to it, your ideal, PREMIUM clients are not that complicated to figure out, but most coaches tell you to concentrate on all the wrong things, so allow me to simplify and demystify the process for you.

Your DREAM Clients Consist of 4 Major Components

  1. They have the problems that you solve & want the transformation you provide by solving those problems in the way that you solve them.
  2. They have the aforementioned mindset of an ideal, PREMIUM client. 
  3. They are the kind of person you get along with & can see yourself working closely with long-term.
  4. They are the kind of person who can get the results they want from working with you.

Like I said, the last two are quite personal to each individual and their business. However, none of this involves getting to know a fictional character that you invented.

Once you’ve established that they do have the problems you can solve, want the results of your solutions, and have the right mindset to get them, it’s time to get inside YOUR mind to find out if they’re your ideal client.

First, ask yourself: “Was I once my own current ideal client?”

Chances are, that’s a big YES. It is for me at least! Because of my niche & mission, my past self is 100% my current ideal client.

This isn’t a “must” but it does make it easier to know how to talk to them if you can just think back to where you were 6 months, 1 year, or 5 years ago.

Next, ask yourself: “What character traits are non-negotiable for my dream clients to have?”

You want to find clients that are a match for YOU! 

You are going to attract clients who are aligned with you by being 100% yourself. Always. TRUE authenticity is vital.

Now, ask yourself: “What characteristics, values, beliefs, goals, desires, & missions do I have in common with my absolute dream clients?”

So think of your own characteristics, values, beliefs, & so on. What types of people are you compatible or congruent with?

Do not ever change who you are to attract and close clients. Change the clients you attract and convert by being true to who you are! I cannot stress this enough! (Refer back to my superpowers post for more on my take on genuine authenticity.)

Then, ask yourself: “What’s going on in their life right now, or what has happened in the past, that has created the challenge they want to overcome, or their desire for a transformation?

Perhaps you can relate with them on this level, too. This one is highly dependent upon your niche or industry, though.

For instance, were they abused as a child? Do they have weight they can’t keep off? Are they trying to earn a living at home AND homeschool their kids at the same time due to the pandemic? Are they having trouble homeschooling their kids? 

What are they dealing with right now that they are willing to pay to avoid or have solved that your service, course, or program can help them with?

They have to be willing to make an investment to have the results or transformation they want, so think about their reason for avoiding, solving, or overcoming this challenge & why it’s important to them right now.

But, you have to dive deeper than the surface-level wants or needs.

It’s not enough to say things like: “I help people feel happier,” or “make more money,” or “have better relationships,” for example.

You want to touch them on an emotional level & hit ‘em in the feels, so be sure to speak to their desire to avoid something painful, reach a desired outcome, or have a particular experience in your messaging. Talk about the emotions around what they want.

What does the pleasure of alleviating their pain point feel like?

And what are the benefits of the benefits?

Now we’re really getting somewhere. Dig even deeper, and speak to the benefits of the benefits, because that’s where they are going to be willing to invest their time & money.

Here’s what I mean. Think about all of the benefits of having a happier life (if that’s your niche).  What does a happier life look like?

Or what will making more money allow them to do?

What are the benefits of having better relationships?

See where I’m going with this? Drill down as much as possible – what are the benefits of the benefits, and even the benefits of those? Go as deep as you possibly can because that’s where you’ll strike gold!

Remember, you’re not selling a service, strategy, or system. You’re actually selling the outcome of the service, strategy or system, the experience you create for their journey from “point a” to “point b,” the transformation you guide them to & the FEELING of having it! 

Now think about this…

Why are YOU specifically the one who can get them there from where they are now?

For example, have you avoided, solved, or overcome what they are seeking to avoid, solve, or overcome? (Again, are YOU your own ideal, premium client?)

Don’t try to get them to understand why YOU’RE THE ONE who can help them, though. Instead, make them feel UNDERSTOOD by you. That’s when they’ll know you are the one they want to work with.

This may also go back to your superpower. What do you do differently than everyone else in your niche or industry that your dream clients resonate with? (Remember not to over complicate this. They are like you, so look no further than that. Your DREAM clients will resonate with your superpower.)

Finally, ask yourself: “What are their past or current fears, beliefs, & resistances that I may need to guide them through to get them to make a buying decision?”

The goal should always be to overcome objections with your content, so you don’t have to do it during a call.

Think about some objections you may need to help guide them through to make the investment in having the transformation they want, so you can include that in your magnetic messaging.

Are they scared because of previous investments they’ve made that didn’t result in a return?

Are they afraid to invest in themselves because they have false, limiting beliefs about their abilities, success, money, etc.?

Do they think they don’t have the time?

Do they think they don’t deserve the transformation they want?

Do they think they “can’t afford it”?

Let’s be real, though, some money objections are legit, and we don’t ever want to be insensitive. There are also some issues of privilege to get into here, but that’s a topic for another post.

Overall, it really bothers me when other coaches & mentors say that people can find the money if they want to or if it’s important enough to them, because that hasn’t been my reality for most of my life.

Some people are genuinely living in poverty, for example, or an abusive relationship, & they literally don’t have the means, funds, budget, or freedom to do what they need to do, let alone what they want to do, and it’s not their fault.

This is why I like to offer as much valuable, FREE, needle-moving content as possible. For those who want the transformation but have significant struggles in getting there due to finances or other circumstances that are currently beyond their control. I understand their plight in a way that most coaches & mentors don’t seem to.

And that’s the reason I’m so passionate about helping others overcome whatever is holding them back, even if they never actually work with me or buy anything from me. 

My first priority is always to serve & help as many people as I can. But that’s why it was so important for me to identify my ideal, PREMIUM clients. So I can continue to serve at the highest level possible. 

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If you found this article helpful, please feel free to join my Facebook group, so you can watch the training video that accompanies it. We get up to all kinds of fun & shenanigans in there, too, so if you’re into that sort of thing, we’d love to have you join our community of heart-centered, mission-driven impact makers & legacy builders! (Be sure to answer all three membership questions so we can approve your request to join right away.)

Discover Your Superpower, Eliminate Your Competition, & Become Unstoppable

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In 4 Simple Steps

Superpowers are what massive impacts, empires, & legacies are built on, which is why it’s so important for any heart-centered, mission-driven coach, mentor, consultant, course creator, expert, influencer, creative &/or service-based entrepreneur to find theirs.

And here’s your guide on exactly how to do it!

But what is a superpower?

Simply put, your unique superpower consists of a combination of things that make you who you are & set you apart from everyone else. It’s basically everything about you from your personality, beliefs, & values to your skill set, toolset, & mindset, combined with your unique perspective, experiences, & all of the aspects of you that cannot be duplicated because they are authentic to you.  

Your superpower is exclusive to YOU.

You’ll never again worry that your niche is too saturated once you find your superpower because YOU actually BECOME your niche at that point, which puts you in a league of your own & renders your competition entirely irrelevant.

Don’t assume other people already know what you know, because that’s rarely the case. In fact, when something comes easily to us, we’re more likely to automatically think everyone else knows it or can do it, too. 

But we all have our own strengths & weaknesses, and you have experiences & uncommon knowledge that other people don’t have, want to learn from, and most importantly, will PAY you for!

What if you don’t have a superpower?

First, that’s not a thing. I promise you. 

If you think you don’t have one, I’m going to challenge you to really look within & contemplate the following: 

  • What special skills set you apart? 
  • What knowledge do you have that gives you a competitive edge? 
  • What do you bring to the table that no one else can offer in the same way?
  • What experiences do you have that give you a different perspective than others in your industry, field, or niche?

These will help you start to uncover your superpower, and learning how to use it gives you a colossal competitive edge that will catapult you to success far more quickly because your competition becomes irrelevant. You are THE ONE your ideal, PREMIUM clients want to work with! (Read on for an exercise you can do on your own to reveal your superpower.)

However, sometimes it can take a little while to hone in on your true, unique superpower, and that’s okay! 

Or it may shift over time. We’re all learning, growing, & evolving, so it makes sense that you may start off thinking your superpower is one thing, but through working with more clients, you discover it’s really something else.

For instance, I used to say mine was simplifying & streamlining tech, but through working with my clients & creating content for my audience, I’ve come to realize that it’s literally just everything. 

I have a talent for cutting through the noise & distilling concepts to extract the most important components, then explaining them in a really accessible way. That’s MY superpower in a nutshell. 

Many birds, one stone…

Or, perhaps in one word, my superpower is “efficiency” (to the extreme). It doesn’t sound all that sexy when I put it that way, but that’s what it boils down to. I’m extraordinarily efficient & am always innovating new methods for myself, my clients, & my audience to become even more efficient.

This is what makes me particularly suited for creating high-performance, no-bullshit systems & processes that accelerate results by focusing on only the needle-moving activities that provide the fastest path to revenue, feedback, offer validation, adaptation, innovation, & iteration.

Most recently, I created a system that enables my clients to launch their offers within 30-60 days of starting our work together, by removing all of the unnecessary tech & fluff so they can focus on their audience & their offer. (Stay tuned for the public unveiling of my simple 5-step framework coming soon!)

Finding my superpower has been the most profound, game-changing piece for me so far because without it, I never would have uncovered the ULTIMATE transformation that I can provide & my dream clients are longing for, therefore, willing to pay a premium price to achieve!

And, straight-up, without an ultimate transformation, you don’t have an offer.

It all starts with the ultimate transformation you guide your dream clients to, & finding that starts with uncovering your superpower!

You can’t skip these steps or your messaging won’t land, and if your messaging doesn’t land, you won’t make sales, even if you’re paying for ads. 

Remember…

Paying for ads doesn’t guarantee sales. Creating content that speaks directly to high level leads & premium clients does. Your copy still has to land on someone to convert them, which is why I recommend you don’t throw money at ads before you are making sales organically.

You MUST dial in your messaging before you pay for ads. Full stop.

Are you ready to discover YOUR unique superpower now?

Use these 4 simple steps:

First, you’re going to create 3 “lists,” then the fourth step is to evaluate them together to find your superpower. Do this in whatever way makes the most sense to you. (i.e. Written bullet points, side-by-side list comparison, post-it notes, a venn diagram, vision board, etc.)

Step One

Think about what you love to do & brainstorm a list. What lights you up & makes you want to jump out of bed in the morning? If your calendar was fully booked with dream activities, what would it look like? This is your first list. Don’t judge yourself; just brainstorm.

Step Two

Brainstorm a second list of all of the things you’re really good at. These don’t necessarily have to be things that you love to do, though. What are your strongest skills & aptitudes – whether you love them or not? Create a new list. You are bound to have some important overlaps between the two!

Step Three 

Your third list is all about what your niche, industry, &/or the world needs right now that you can provide. Where can you be of service? Brainstorm another list of all the ways you can use what overlapped for you in steps one & two to fill a need or bridge a gap.

Step Four

Review your 3 lists & evaluate what overlaps on all of them. Think about what you can actually be paid for. Ask yourself: 

  • Is there a market for this? 
  • Are people looking for this?

And this is where you’ll find what ONLY YOU can do for your market (somewhere in the middle of your venn diagram, so to speak): YOUR SUPERPOWER!

So here’s my superpower when it’s all said & done:

I empower coaches, consultants, experts, influencers, & creative &/or service-based entrepreneurs to launch & scale quickly using the fastest, simplest, most aligned methods possible for them, so they immediately start experiencing little wins that lead to the ultimate transformation of creating the time & financial freedom they need to accomplish their greatest missions in life!

(If you need this in your business right now, please feel free to apply for your FREE Clarity Call & I’ll help you get unstuck!)

And your own unique superpower gives you your “competitive edge”!

But there’s even more to it than that.

There are less tangible elements that you don’t need to write down or really even think about because it’s just who you authentically are as a person.

So if there’s a fifth step, here it is: BE YOURSELF. For real, though.

Your superpower also consists of your individual story, your personality & character traits, your experiences, your spirituality, your perspective, the way you view what you teach or coach, how you explain & teach, etc.

This is how & when you actually eliminate your competition.

Be authentic & true to what you love, what you’re good at, & who you are as a human being, and you will reveal your unique superpower, actually be synonymous with your niche, & become unstoppable!

But I’m not talking about a curated self that makes you seem relatable with selected flaws & quirkiness on display.

I mean YOU.

The REAL you.

The you that your best friend sees when you’re just hanging out. 

The you that your family knows & loves.

It’s not enough anymore to be an “untouchable” all-knowing guru with purposely marketed flaws that make you appear more down to earth, but in an acceptable way.

People are smarter than that & they’re over this fake authenticity we’ve been seeing so much in the coaching industry. They want to see the REAL you. Imperfections & all.

Because they’re imperfect & they need to be able to relate with you to trust you.

So don’t be afraid to repel the wrong people by being your whole self. That’s what you WANT to happen.

You don’t want to work with EVERYONE.

You CAN’T work with everyone.

You only want to work with your DREAM clients & not everyone is going to fall into that category. Not by a long shot. (You can check out my simple steps for identifying your REAL ideal, PREMIUM clients here if you’re still struggling with your ICA. Spoiler alert: you can officially throw it out!)

So don’t be scared that your authentic self will repel someone. Count on it & be grateful for it.

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I hope this article is helpful. I did a free video training on all of this inside my Facebook group – SCALE Mastermind for Coaches, Consultants, & Experts – if you enjoy that format.

I also go live there every Monday with training sessions that help you gain clarity, consistency, & confidence, attract high level leads like a magnet, & convert your DREAM clients. Plus, I lead FREE group mastermind sessions there every Thursday for coaching around that Monday’s topic…

Oh yeah. And did I mention I’m documenting my entire journey from here to 7+ figures & starting a foundation that empowers other domestic violence & abuse survivors to get healthy in every way, then build their own thriving businesses & legacies!?

It’s all going down inside this group every single day.

I promise it’s like no other free Facebook group you’re in right now, so join us to get all this insane value & more!

And, as always, please feel free to give me a holler if you have any questions about this or anything else.