Build Business By Creating an “Ideal Client Profile”

 

Do you have a vision of what your perfect client is? If not, you may be having difficulty reaching prospects that most need your services. As part of his “Five Client Acquisition Best Practices,” marketing specialist Randy Shattuck lists “Define your ideal client profile” as the first step. Even if you have multiple services that cater to different needs, Shattuck suggests creating an ideal client profile for each customer type. By doing so, you can better focus your energies instead of wasting time on prospects who may not need your business as much as others. To create a profile of each ideal client, ask yourself the following:

1. What is their industry?
2. Where are they located geographically?
3. What is their company size by employee count, annual revenue, or other factors?
4. Who are the key decision makers by title, responsibility, tenure, and psychographic factors such as age, race, and gender?
5. What cultural factors historically have given rise to the most satisfying and profitable relationships with previous ideal clients?

Once you have gathered the answers to these questions, you are then ready to proceed with the rest of Shattuck’s client acquisition strategy. To read the entire article, which includes the remaining “best practices” and additional best practices for lead generation, click here.