When you are prospecting you want to have a target market. Beyond that, you want to have a specific niche. Within the niche, you want to have a defined ideal client profile so you can focus your prospecting activities even more. The more specific you are, the better.
So, what is an ideal client profile? Simply put it is the kind of client you want. It is a profile that you create that highlights the attributes of your prospects so that you can better identify them and target them with your prospecting efforts. This can take shape in the type of company or individual prospect you want to work with. One of the first steps in being successful at prospecting is to be focused. There is nothing that creates focus better than having clarity on exactly who you want to work with.
So, how do you create the ideal client profile? The way I did this was really simple. I took an inventory of my best clients and wrote down the attributes they all had in common. I then prioritized those attributes to help me to develop more clarity on them. For example, it was a wealth management company with 500 or more sales people, in a growth mode, willing to invest in training and development, and open to working with from the outside.
What is the benefit of defining your ideal client profile? I found I was more focused with my prospecting efforts, could customize my approach better, and, was able to gain more referrals that fit my ideal client profile.
From my experience one of the most important elements of a successful relationship is “fit”. The ideal client profile can be best described as the best “fit” companies and individuals for you to work with.
What to do? Make a list of your ten best clients and determine the common attributes they possess. Then create your ideal client profile. The time is now!!
