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Module 1

PART 1: Who is Your Perfect customer?

Perfect customer, Perfect clarity

Goal: Clarify and define exactly who you wish to attract, what they struggle with, and how they will be transformed with your product and service.

Your Big Mission and Money Payoff: 1) Reveals the bigger impact that you make on your clients/customers2) Captivates your Perfect Customer and speaks to the right brain, heart, soul3) Let’s your Perfect Customer hear you loud and clear, connect to you and be MOVED to

ActioN4) enrolls your Perfect customers faster5) Target your rock star customer who can PAY you6) Fabulous Words - Know exactly what to put on your website and marketing

Attract exactly who you want to work with...

Notice: the question is not who would it be ok to work with, or who could you put up with, or “I suppose I could deal with that”....who is your PERFECT customer? Yes you get to decide!

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Brainstorm answers to these questions. Imagine doing what you love, who are you working with? If you already have some ideal clients then why do you love working with them?

1. What are the qualities, characteristics, attitudes and attributes of your perfect customers?• We could be friends• They are motivated to change• Willing to pay me what I am worth• Fun

2. How does it feel to work with your perfect customer?• I am energized after we work together

3. Answer this question: Why do they need me?• They can’t do it on their own• They need someone to hold their hand• They don’t know how

4. What do I want the relationship to look like?• They refer all their friends to me• They pay me on time• They can’t stop talking about how awesome I am• They respect me

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5. What don’t I want? (this question can help you clarify even more what you do want)• I don’t do weekends• Slackers• Complainers

*** In your list always include: ability to pay me, decisive and readiness for your product or service.

Choose your Perfect Rock Star Customer who can PAY you.

Look, we get it, you love your work and would not be in this program on a mission doing what you love if you were not a compassionate, caring person. However, what we see all too often is amazing people like you undercharging. Gifting their services without being conscious of why (which leads to lots of free service and no pay) and attracting clients who cannot pay your fee which furthers your need to reduce your prices. But we feel it is our moral obligation to tell you this:

When you choose your perfect customer, you must consider WHO can PAY you. In yourbrainstormed list, who earns an income of $65,000 or more? You must consider who hasthe disposable income to spend on your product or service. Yes you can still gift your services to those who you want, but gifting services and bartering is not the way to grow your business.

You must first pay yourself well so that you grow and have a greater impact. Then imagine how many lives you can change and gifts you can give on purpose.

As you look at your list of perfect customers, you want to see which of them will see theproblem you solve as urgent, painful, costing them in stress, health, joy or expensive in theterms of costing money. They feel a sense of emergency or immediacy about needing theirproblem solved. For who on your list is the problem urgent or expensive if it is not takencare of right now?

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Ex: If you focus on weight loss, who is serious about weight loss? Women... and women in midlife. But when you think about urgent and expensive you can see how women in midlife who are recently divorced are way more serious about losing weight. Suddenly it is urgent and expensive, if they are dating, or wanting to start a new life.

If your business is not making a healthy income then you are not only doing a disservice to you but you will have less of an impact on the very customers you want to serve.

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PART 2:PERFECT CLARITY ABOuT YOuR PERFECT CuSTOMER

exercise A

Imagine your perfect customer before their dramatic makeover, before their transformation,before they started working with you or have gone through your process.

Example: Susan Boyle before her makeover

Your perfect customer for this exercise is:• someone you are working with now• someone you worked with in the past• a family or friend who adores you and has worked with you or resonates with your

message• YOu (you are usually your perfect customer)• An avatar of who you want to work with

As if you are watching a movie, look at your perfect customer and describe in detail what you see, feel, hear, notice:

1. What did they say/feel about: • their state of being

• finances

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• life/situation

• their family

• relationships

• themselves

• their job

• fears

2. What was/is their problem? their pain?

3. Why did they come to you?

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4. What keeps them up at 2 am?

5. What is their current struggle?

6. Observe their demeanor and emotional status, attitude, what does it look like? Sound like? What does their body look like or posture?

If you are not a coach or consultant also answer these:

1. What is it like in their life to not have your product or solution?

2. What is the need, the gap, hole that is in their life without your product? What do they tell you?

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3. What is their problem?

4. What are they feeling? Their emotions?

You have just brainstormed a detailed list of what is going through the mind of your perfect customer, or their pain points. This will be used in your marketing to attract your perfect customer to you.

*** Keep these words in the language and as exact as possible the words of your customer. Do not try to add your jargon, tweak the language to suit you or your style....when you keep the statements in their words it is as if you are magically reading their minds...and you are (actually you are deeply listening while you ask questions). They develop emotional resonance with you and they feel connected as if you know them so well, you understand them deeply (and you do!). Then they want to work with you and pay you money.

list your top 4 or 5 pain points here, make sure they are the “funnest” things you love to help people solve.

1.

2.

3.

4.

5.

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This incredible list focuses you. Now you know:• How to pick/ask for testimonials: choose them based around people/your clients with

stories that match your pain points.• You just outlined 4 or 5 articles or videos to create and send out as credibility building

content.• You can teach or create tips/solutions based on these pain points.

Media Moments!

As a rock star, expect media attention and a rock star is always prepared to WOW in the moment...this training prepares you for your media moments. So the list you just created also helps you to know:

• How to portray yourself as an authority. Knowing these pain points and articulating them, for example in a media interview, you are seen as a person in your field who has your finger on the pulse in your niche.

• You get to sound cooler and say broader things about your perfect customers.

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As if you are watching a movie, look at your perfect customer again and describe in detail what you see, feel, hear, notice:

1. What are their exact results from working with you/from your product or service?

2. What were the secondary/intrinsic benefits of working with you or your product? Or the emotional/personal benefits.

• How did they feel? • What did they experience? • What is their energy like now?

exercise B

Imagine your perfect customer after their dramatic makeover, after their transformation, after they have worked with you or have gone through your process or have your product or service.

Example: Susan Boyle after her makeover

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3. How do they look? • What is their posture? • Attitude? • How do they carry themselves now?

You have just brainstormed a detailed list of the benefits that your perfect customer gets from working with you, the transformation that you provide with your service or product, your customer promise or what your clients get when they work with you.

***This list will be used in your marketing as well.

List your top 4 or 5 benefits here.

1.

2.

3.

4.

5.

***Time to OWN your awesomeness! Do you see how many more benefits you are giving that transcend what you are mechanically giving them?

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exercise C

Imagine your perfect customer 6 months to a year from now if they did not work with you...What would the cost be if your perfect customer chose not to work with you or did not use your service or product? (In this section you can use your imagination and your knowledge about your service/product to predict the future. No you don’t know exactly but you can guess...or use your experience).

As if you are watching a movie, look at your perfect customer again and describe in detail what you see, feel, hear, notice:

1. What does it cost in unrealized income?

2. Personal wellbeing?

3. Energy?

4. Relationships?

5. What is the cost to their family?

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6. What is the cost of not taking action?

Examining the cost helps you to get to other pain points of your perfect customer.

list your top 3 cost/pain points here.

1.

2.

3.

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The Big Picture

1. Cost in your marketing: on your website you can add the cost down the road of them not working with you, how many more issues it can lead to. However: use it sparingly because it is fear based, and you are about authenticity...but you have see it happen and it is an incredible tool to help them see what happens if they do nothing.

2. Have you experienced clients who only went so far with you...imagine they worked with you twice as much (hired you for the full shabang) , how much further would they have gone? What was the cost of them stopping short or not going all the way?

3. Where can you use these words, these bits of gold? • networking/meetings with people • as an answer to what do you do • website copy • brochures/biz cards • videos • creating stories with impact • making products • newsletters • blogs • FB/Tweets/Social media • in your talks

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EXAMPLE: using the before and after picture words on a website

Are you trying to “live your passion” but don’t quite FEEL…Alive, Magnetic, Charismatic, Free, Joyful?

Do these sound familiar? • I’m giving my all in life, but my life just feels medium, average, mediocre. • I feeling like I am striving to get somewhere so the “present moment” is just more things

to do. • I just can’t seem to connect with customers, but I really know I can help them! • I’ll relax and have fun later, but I’m much too busy now! (work work work)• I have self esteem but I wouldn’t say I’m sexy (those were the good old days). • I feel like people just don’t get or appreciate how much value I have. • I see unconscious people everywhere and it’s depressing (and they don’t know they are

unconscious)• I have been on the self help journey for years and don’t feel that much has really

changed.

Imagine if you could...• Really feel YOU in the present moment, powerful, alive, new in each moment? • Feel incredibly sexy, valuable and in love with yourself and your life. • Manifest from your “energy field” by effortlessly embodying your real and core self. • Feel the centered oneness of being totally present in your body, with all your senses

alive? • Put in LESS effort to be happy and successful and experience 20 times the joy and

pleasure? (without guilt)• Feel totally in alignment with your life purpose because you can actually FEEL that in your

body?

I’m Margaret Lynch, and I’ve been where you are. When I changed my life to practice EFT, I left corporate America to “live my passion”. I trained and became an expert and build my business to a respectable level.

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But although I was finally living my "passion" and was "passionate" about learning and tapping, day to day, it was still a job. Huh!

I would say “I’m passionate about my work!”, but the truth is…I didn't feel any different then I had in corporate work. Why was that?

I was giving it my all, I thought. I tapped on a lot of my “stuff” and cleared wonderful muck. I was very happy in my personal life, on my own as a single mom. But it still felt sort of underwhelming, like there was something really missing.