Have you noticed a budding niche in your practice? This can be very exciting to help you find clients more easily. But, it can also cause a concern for business people who are unsure how to handle this transition in their practice or don’t feel ready to commit yet to a particular niche.
Discover If You Have a Niche
First, here’s how to notice if you’ve got a niche starting. Take a look back at all your clients so far and ask yourself these questions:
- What made them call you?
- What did they need help with?
- Why did they choose you?
You can also ask these same questions about people who contacted you, but for whatever reason did not sign on with you. Often helpful trends can be found in both groups.
Create an Ideal Client Profile
Next create a profile of who seems to be your ideal client. Write it all down like you are describing a real person who needs your help and can benefit from what you do. This step will help you get clear on how to find clients that fit this niche.
So, for example, Mary is a raw food coach. What she noticed doing this exercise is that several clients came to her looking to compete athletically and prepare on a raw food or vegan diet. This is something Mary herself had already done which is why she was naturally attracting these people.
Once you recognize the niche you have growing, the question becomes, how do you talk about this with people and in your marketing materials?
A Script with Generalist Appeal and Niche Specifics
As you are networking, writing your warm letters or speaking, you can say, “I work with all sorts of clients, from people who are simply interested in introducing more raw foods into their lives, to people who want to lose weight. But I also have a growing specialty in helping people who compete in sports to do this successfully on a raw food diet.”
What you are saying between the lines is, “I’m a generalist, but have a growing specialty.” This allows you to niche slightly without have to completely redo all your marketing materials to find clients.
Your Client Attraction Assignment
So, if you have a nagging suspicion that you have a niche starting, practice saying, “I work with all sorts of people and I have a growing specialty in…” Try that and see how it helps you find clients who are seeking your niche, but keeps your options open for those who want general services as well.