Describe Your Ideal Client

When someone asks you about your ideal client, this is not the time to be vague or to speak broadly. Never tell them, “anyone” or “everyone” would be a good client for you. As in all aspects of marketing, you need to have a specific target. Otherwise, you could end up missing all potential targets and wind up with poor referrals.

First of all, it’s seldom true that a business could service literally anyone. And secondly, people tend to remember specifics while the general or vague details fade more quickly. “I can help any small business” wouldn’t be as memorable as, “I can help dental offices.” Think about all the small businesses you know and talk to during the course of a week or a month. It’s a bottleneck, there are literally too many to remember. Now think of all the dental offices you know of, one or two probably come to mind (unless you’re in a related field).

The more specific you are about the types of people or businesses you want to connect with, the easier you make it for your contacts to send you referrals.

You don’t necessarily need to give all these details at one time. In a networking group you can focus each of your weekly spiels on a single detail or topic. You can shine a different light on the same detail so as to provoke thought from diverse viewpoints, by placing various nuances on them you move them into view of different people.

If you haven’t already, take some time to really depict your ideal client, in detail. Once you have this down for yourself, it will be much easier to communicate it to others.

Happy Networking!