Target Clients

The following is taken directly from "The Universal Guide to Business Networking" by Terry Bean. You can learn more about the book by clicking HERE.

Ever worked with/for a client you just didn't like? Every interaction seems like a wrestling match. Not the Greco- Roman kind, but "big time" kind, complete with body slams off the top ropes.

Why is it like that, you ask? It's because you were doing work for someone who wasn't your target client.

There are quite a few factors that determine who your
ideal client is and isn't.

1. Are they your type of people?

Some psychologists claim there are only four "types" of people in the world. Others expand that out to as many as 16. In either scenario, there are types with whom you automatically click and others ... not so much. Do yourself and your business a favor; know your type and be able to recognize them and others.

OWN THE MATERIAL

Google: sanguine (and read about the 4 personality types associated with this) and then Google: Meyer's Briggs. Take the test. You'll be interested in the results. Both of these exercises can be done in 30 minutes.

 

2. Is your offering readily accepted in their world?
Let's face it - you will have a challenge selling PCs to a graphic design studio (any good designer will tell you "it's Mac or nothing.") You need to make sure that what you have to offer is something your prospects are buying in quantity. No sense in focusing on a market that will allow only you to achieve 10% of your annual sales goal.

3. Is your offering readily available in their world?
If you have heard anyone mention the book "Blue Ocean Strategy," you know the difference between a red ocean (fierce competition) and a blue ocean (no competition). If you are in a market where you feel like you are clawing and scratching to get ahead, shift markets.

Be where few others are and become the dominant player. If the challenge is an industry thing, it may be time to change industries.

4. Are they able AND willing to refer you to more
business?

5. Do you have an established history of working with
people like them?

6. Is the sales process easy or cumbersome?

Once you have identified your ideal client, it's important to know people who can introduce you to them.