Paradoxically, expert specialists typically get more clients than expert generalists.

This may seem counter-intuitive, but the logic behind it is quite simple: If you are having back pains, you will probably want a back specialist to take a look at it. There are generalist private practices that probably know a lot more than you about back problems, but the fact that most of their patients don’t have back problems is probably enough to eliminate them from your search criteria.

You may have heard this many times, but I’d like to share a trick that might inspire you to start looking in the right direction.

To find out what type of client is a good client for you, think about your clients in the last three years and see who among them would you most like to “clone” if you could. Same person, same goals, same budget level, just has a different name and/or haircut.

Try to pick one that you would “copy-paste” as many times as you could, and then maybe a handful that you would only like to “duplicate” once or twice.

Now you can write down some of their more memorable features and then look at the results side-by-side. This will allow you to see what the great clients have in common, which should prove very useful if (or when) you make your first step toward becoming a specialist.


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