Practical Business Strategy: Defining and Using Your Ideal Client Profile
Today, the focus is on the practical side of business, specifically the importance of defining and using your ideal client profile.
Many of you are seasoned business professionals and have likely completed the exercise of identifying your ideal client. However, often we write it down and then forget to put it into practice. Let's take the time to do this.
First, write down the characteristics of your ideal client. If you’re unsure, make it up! This doesn’t have to be a single person but can be a composite of attributes like gender preference, age, occupation, income level, and so on.
Why Having an Ideal Client Profile Matters
Understanding your ideal client helps you market more effectively.
For example, in my property business, I targeted a specific type of client: generally a woman from a household earning over $150,000 per year, often university-educated and open to learning. This specificity helped me to tailor my marketing language and approach, my communications were authentic, sincere and confident. This then presents the content with a sense of expertise that the ideal client can recognise themselves and can connext with you. You appear professional and focused and that you understand their needs. It also saves a lot of money by narrowing the audience you advertise or market too.
Practice Makes Perfect
Once you’ve defined your ideal client, it’s time to put it into practice. Speak out loud and describe this ideal client. Don’t worry about feeling awkward. When I ran regular live events we practiced with everyone practicing simultaneously. Speaking out loud helps you articulate clearly the vision of your target audience.
Networking Activity
When you have the opporutnity, put this into action when you’re next at a networking event.
Remember, your intention is to build meaningful connections and expanding your network effectively.
Pair Up: Find someone in the room that you don’t know well or don't know at all.
- Share your vision: Describe your ideal client to them.
- Swap: Ask them to do the same.
- Finale step: Identify Connection. Think about whether you know someone who fits their ideal client profile. If you do, get your diaries out, make an appointment, and plan to meet each other to share and discuss.
Building rapport and trust is crucial before confidently handing over a referral. These types of conversations will help you establish the beginnings of long-term business relationships so you can refer with confidence.
If I could highlight step 3 is about taking action. The most important part of the networking process: make sure you exchange business cards with those you identified as having an ideal client you could refer to. Schedule follow-up meetings to build those valuable connections and turn this 'practice' into profitable business relationships.
Happy networking!
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