Have you ever tried to offer something valuable for free, only to find that no one takes you up on the offer? That’s exactly what happened to me when I started teaching a 1-hour money management course at Stanford. I wanted to help my friends learn the basics of money, banking, budgeting, saving, and investing, but despite their initial enthusiasm, they never showed up.
I soon realized that hosting in-person events about money wasn’t resonating with my audience. People felt bad about attending, thought the events were boring or scammy, and didn’t want to publicly admit they didn’t know about money. It was a wake-up call for me to understand my users better.
So, I shifted gears and launched iwillteachyoutoberich.com, where people could access the information from the comfort of their own homes. And it worked. I learned that getting into your clients’ heads is essential. What are their fears, hopes, and priorities? Understanding these aspects helps tailor your approach to best serve them.
Just as crucial is the medium through which you reach your clients. Whether it’s through a blog, in-person events, or weekly phone calls, the way you connect with your audience matters. By getting to know your clients on a deeper level, you can provide the right solutions and support they need.
Lesson learned: You MUST get into your clients’ heads.
- Understand their fears
- Identify their hopes
- Address what they care about most (hint: cost is rarely the top concern)