Building out your ideal client profile is an important step for building and maintaining clients and prospects. Most people are afraid that if they are too specific they will limit their opportunities. In fact, the opposite is true. The more specific a client profile you have the more relevant prospects you will get in front of. Instead of saying I work with entrepreneurs, say I work with small business owners who specialize in machining and are within ten years of retirement. This specialization allows you to become an expert in their sector which will better your relationship with them. It will also help when asking for referrals: if you give your contacts a more specific profile there is a higher chance that a very specific and relevant person or persons comes to mind. Specific is terrific.