|Every business needs to generate referrals to new clients. So it’s imperative to know who we want as clients. A prospect is someone who has a need, ability to pay and the authority to make a decision to buy. But to design a better business, one which is more profitable and enjoyable, we want to be aware of first-class prospects, those who are likely to be our very best clients.
A ideal client is one you most enjoy working with, who is receptive, committed and can successfully use your product or service. They understand what you do and appreciate the value you bring. They may have purchased your type of product or services before and therefore require less time and education.
The most qualified leads come via referrals. Therefore the more specifically you can define your ideal client, the more likely you can communicate to get the right referrals. And the more focused your target, the easier to determine how and where to market.
Develop your ideal client profile. Analyze your best clients using the following criteria:
€ gender, age
€ income, education
€ position, industry
€ type, size of of company
€ need or problem
€ professional organization
€ trade magazines, newspapers
Use the profile in your conversations. Let others know the kind of people you want to work with and how to recognize them. Once you’ve determined your ideal client, you’ll find it’s a lot easier to find them.