What would your business be like if all you had to do all day was to work with your ideal clients? Does this sound like some sort of pipe dream to you?
Well it doesn’t have to be. What it does take is some serious study and comparrison on your part. Do you have clients or customers you absolutely love to be around and work with? What are they like as people? What type of jobs do they have? What is their income range? Is there a specific gender over the other? What age bracket are they in? Where do they live? What kind of car do they drive? How do they dress, talk and act? Which part of the country do they live in?
Think about all the things you really like about your special clients/customers? What things do they all have in common? That’s the idea of the above questions – just to get you thinking about your ideal client/customer.
Now take out a pen and paper and write down all your client/customer’s names and grade them as A,B,C D, and E’s. The A’s and B’s are your top wonderful clients/customers you can’t wait to have them come to see you. The C’s are getting to be a little more challenging to work with. And the D’s and E’s are the ones you dread even talking to because they bring you down. You have less energy when they leave than you did before dealing with them.
You want to start replacing all your C’s, D’s and E’s with A’s and B’s. As long as you are dealing with the C’s, D’s and E’s there is no room for you to attract the A’s and B’s. So you may want to start replacing them as quickly as possible.
How do you do this? One way is by asking your A’s and B client/customers why they buy from you? What problems do you solve for them? What makes you different than all the other people out there doing the same thing you do? Where do they hang out? What groups/organizations do they belong to? What would they pay almost anything to get their problem solved? What’s keeping them awake at 3 AM?
Once you have this information you can now target your marketing to those A’ and B clients/customers you really want to work with.