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| 1.2. Defining Your Ideal Client |
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There are numerous advantages to having a very clearly-defined description of who your
ideal client is. First, marketing becomes easier since you know their needs and “pain points”
you’ll know exactly how to get their attention. |
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Second, networking becomes more targeted as you learn which seminars to attend, which
professionals to reach out to, and who to describe when asking for referrals. |
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Third, sales become easier as you develop services around the needs of your ideal client.
You know what they need and how best to service them. You can develop a name for
yourself as the “expert” to this niche group. |
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Finally, it’s easier to develop a growth plan when you are focused on an ideal client and
obtaining more like them. |
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| Here are some questions to help you define your ideal client: |
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| • What defines my ideal client? Is it industry, region, service line, etc.? |
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| • What is the size of my ideal client? |
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| • Are my ideal clients owner-managed, professionally-managed or other? |
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| • Are my ideal clients stand alone businesses or franchises? |
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| • Who are their largest vendors? |
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| • Do they have a niche of their own? |
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| • How are they trained? |
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• Where do they gather? Do they have an industry magazine, association, or annual
conference? |
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| • Do they require ongoing training for their business? If so, who offers that training? |
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| • What is the biggest challenge in their niche? |
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• What specialized knowledge will you require to assist them? Do you have it or can you
obtain it? |
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Once you answer all of these questions, you will have a pretty good idea of the client you
would like to work with. After all, don’t you want want all your clients to be “ideal”? |
