It’s really easy to get stuck and not really know what to do in your business next. In these situations a great simplification is to think: “How to get one more customer?”. Other times you might have a practical need to get cashflow and you are naturally forced to ask the question: “How to get one new customer now?” Why this is such a powerful question is because it strips down all the fluff. There is no time or resources to build a long term blog & SEO strategy. There is no room to build complex sales funnels. There is just the practical need and urgency of getting one customer now. But how do you do it? Let’s start unraveling it. The dream scenario would be that a person messages us or buys from us. But this does not happen on it’s own. There has to be previous action taken for this to happen but you might be just starting out and you don’t have the months or years of previous foundation. Even if you have taken action previously e.g. building a YouTube channel sometimes you get a new customer from there but you cannot rely that the next customer appears today. Thus the only way to get a new customer today is for you to take action now. That action needs to be something which reaches out to a real person. Someone who has the problem you are solving. Someone who is actively feeling the pain because the problem is unsolved. What to do? Calling people who you know. Emailing your email list. Posting to your social media channel. But not any kind of contact or piece of content works. You have to have an intention with clear offer. e.g. call leads who did not buy from you, ask how they are doing and have they been able to solve their problem → if not offer them your solution e.g. write an sales email where you talk about how to get rid of nasty X and achieve Y with a practical offer how this can be done with your help and how to get started By focusing on the clear practical question: “How to get one new customer right now” the mental image of what you need to do starts emerge. By challenging your mind with tight timeframe e.g. today or this week tickles your brain to come up with new solutions.

70% are symptom aware (my low back hurts) 20% are problem aware (my hips are really stiff) 7% are solution aware (improving hip rotations would help) 3% are actively looking for a solution (is there a good online course for improving hip mobility?) This is of course just a "rule of thumb" example not exact science but understanding this transforms your ability to acquire customers. The 3% are actively looking for you. If you are visible online they might already know about you. They are the easiest customers to acquire but everyone is competing over them and they are actively comparing options. If the market is new and underserved attracting the 3% is super easy. All you might need to do is just exist online and have basics of marketing done well. If the market is mature it is almost impossible to get this segment as older, better, bigger competitors have gained the marketplace. The 7% are easy to convert but you need to be the one reaching out. Competition is smaller as most businesses suck in marketing. This gets you going but it's hard to scale your business as this group of people is so small. The key to attracting the 7% is that you need to find them not the other way around. If nobody is doing it this is huge opportunity. In mature market these people get bombarded with marketing message. The 20% are harder to reach and need some warming up and education but if you can do it you are starting to set yourself apart from the competition and the potential audience size grows dramatically. Some markets which seem mature might be unmature at this depth of marketing and that's where you might find an edge. The 70% is where the secret to scaling the business is hidden. The downside is that to reach to this segment you need to have extremely good marketing message, efficient marketing and it's a long game to educate this audience. Good thing is that competition over this segment is extremely low if you serve a specific unique solutions. Low back pain is common problem and people who are aware of the symptoms get bombarded buy this treatment, that widget and magic trick number 29. If you can get the attention of this group and get the segment of them with stiff hips as the root cause you can grasp a happy customer. It's not easy to do but the opportunity is there.

Hey everyone, Stuart here from the UK, Liverpool to be exact. I run a physiotherapy clinic with 3 rooms and 4 physiotherapists. Looking to start setting up my online offering so here for support with that and to also collaborate with other people to grow together. I'm alright on camera just don't want to create a course without a proven concept as it will be a waste of time and money. I was thinking about starting with a course on neck pain as I think this is an area I can really help people with

If you could sit down with me for a lunch and ask one question which I would then spend the whole duration of the lunch answering in-depth what that question would be? I will turn these questions into videos or longer form writings.