1. Part One – Targeting
Success lies in specialization. Especially in the early stages of your business, trying to serve everyone will only dilute your impact. Instead, focus on defining your ideal client. Identify the specific type of customers you want to work with and target them intentionally.
Each week, aim to add 3-5 new prospects that align with your target market and proactively reach out to set appointments. Understanding your audience is the first step, but the real power comes from narrowing it down even further. By breaking your target market into smaller, well-defined segments, you can approach each day with clarity and confidence—eliminating the stress and uncertainty of cold prospecting.
2. Part Two – Lead Generation
The ultimate goal is to build a business where demand comes to you. Lead generation should feel like a natural process, not a constant struggle. The two most powerful sources of leads are referrals and strategic marketing.
Position yourself as an authority in your field by consistently educating your audience. Create a lead magnet—a valuable resource that encourages potential clients to share their contact information in exchange for solutions to their problems. Once they’re in your ecosystem, nurture these relationships through ongoing engagement. The more value you provide, the more trust you build—and the more likely they are to seek your services when the time is right.
3. Part Three – Setting the Appointment
We’ve said it throughout this program—business is simple on paper, but that doesn’t mean it’s easy. Appointment setting is a perfect example.
Automation can streamline your efforts, but successful outreach is always situational. The way you approach a new target differs from how you follow up with an incoming lead. If someone has already shown interest in your services, the source of that lead will dictate your approach and messaging.
Your initial contact should do one thing: spark curiosity and create the desire to meet with you. Don’t expect every lead to commit immediately—many will require multiple touchpoints before they’re ready for a formal conversation. Stay persistent, provide value, and follow up consistently to secure that appointment.