Итак, поздравляю, вы, наконец-то, решились создать свой собственный тренинг, мастер-класс или какой-либо другой инфопродукт (далее – инфопродукт).

Для начала вам надо определиться с тем, КОГО вы хотите обучать и ЧЕМУ, то есть нужно определить свою целевую аудиторию (далее – ЦА) и понять ее “боли”.

ШАГ 1. ОПРЕДЕЛЕНИЕ ЦА

Я всегда предлагаю своим клиентам начинать с той ЦА, которая знакома им лучше всего.

Нет, это не значит, что вы не можете провести, например, тренинг для той ЦА, которая вам абсолютно незнакома. Но найти с ней контакт, понять ее “боли” будет намного сложнее, чем с той ЦА, которую вы знаете хотя быть вскользь.

Итак, как определить свою ЦА?

Ступень 1. Подумайте, какие социальные группы людей вам знакомы изнутри. То есть нам нужны такие объединенные какими-то общими характеристиками группы, про которые вы можете рассказать и что их волнует, и о чем они думают, и с какими проблемами они сталкиваются и т.д.

Я всегда предлагаю своим клиентам сделать это, вспомнив и составив список всех тех социальных ролей, которые они выполняют или выполняли в течение своей жизни.

Этот список должен быть максимально полным и отражающим вашу жизнь.

Например, у меня это:

2

Ступень 2. Выберите из этих ролей те роли, с носителями которых вам хотелось бы работать  и “исполнять” которые у вас получается лучше всего, то есть те, в которых вам есть что сказать, т.к. у вас достаточно опыта и знаний.

Давайте для примера возьмем роль “продавца”. Так или иначе мы все продавцы, когда предлагаем свои услуги или товары.

боли клиентаШАГ 2. ОПРЕДЕЛЕНИЕ “БОЛИ” КЛИЕНТА

Далее для каждой роли, с которой мы хотели бы работать, мы прописываем ее «боли».

«Боль» клиента – это совокупность всех страхов, проблем и желаний/мечт клиента. Зная «боли клиентов», вы понимаете, о чем и зачем вы будете говорить своим клиентам!

При этом вы будете говорить об этом, а попросту говоря “давить” на это, и при написании коммерческого предложения, и в рамках самого инфопродукта.

В «боли» клиента входят 3 основных аспекта:

  1. страхи/риски
  2. проблемы/препятствия
  3. желания/мечты/ценности.

Ступень 1. Чтобы понять, о чем говорить с клиентами и на что «давить» пропишите минимум по 10 пунктов (а лучше – 20!) по каждому аспекту «боли»: страхи, проблемы и мечты/желания.

Для максимально эффективного выполнения задания, возможно, вам придется провести опрос среди своих знакомых-носителей соответствующих ролей.

Мы, как вы помните, выбрали роль «продавца».

Итак, можно прописать, например, следующие «боли» продавцов:

3

Ступень 2. Когда вы пропишите все боли вашей ЦА, вам останется только выбрать, какие из этих «болей» вы можете и хотите «вылечить» как специалист.

Например, в нашем случае с продавцами вы понимаете, что можете научить продавцов работать с VIP-клиентами или помочь им работать в ситуации конфликта. Ок, отлично! Берете эти конкретные «боли» и создаете свой инфопродукт, в котором и найдут свое отражение именно ваши рецепты «лечения» конкретных “болей” клиента, то есть вашей ЦА.

ШАГ 3. Уточнение своей ЦА и “болей” клиента.

После описания “болей” клиента важно вернуться к более детальному описанию своей ЦА. Как вы заметили, когда мы прописали “боли” продавцов, мы захотели создать тренинги для продавцов, работающих с VIP-клиентами.

Ок, как видите, стала более подробно прорисовываться наша ЦА. Это уже продавцы, работающие с VIP-клиентами.

Важно подумать, какие именно продавцы, работающие с VIP-клиентами, вам представлялись, когда вы писали об этом: продавцы, работающие в бутиковой системе, продавцы в B2B бизнесе, продавцы туристического бизнеса и т.д. Это опытные продавцы или новички? и т.д. В результате у вас рисуется “портрет клиента”.

А потом, когда вы точно поймете, с кем хотите работать, еще раз вернитесь к “болям” клиента. Возможно,  там тоже будут определенные уточнения.

Ваша Лидия Спевак

бизнес-тренер, коуч

“Я помогаю другим коучам и тренерам создавать их собственные уникальные инфопродукты!”

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