Land Your Dream Client!
Questions to Help You Identify an IDEAL and LONG-TERM Client
When it comes to landing a client, don't just "take what you can get."
Less-than-ideal clients can be troublesome, time-draining, or worse - deadbeats!
Start marketing your services to people whom you'd like to work with. People who will VALUE your time and pay for it!
This is not a pipe dream! Ideal clients are out there - YOU just have to identify who fits the bill.
Create an "Ideal Client" profile by asking yourself these questions:
- Where are they located? Are they in the U.S. or in another country?
- What industries are they in?
- If they are companies, what specifically do they do and what are their revenues?
- Would doing their work fit your expertise?
- How does their work capitalize on your strengths and experience?
- What are the typical billings for their matters?
- Will they likely bring you more business and/or referrals?
- What kind of working relationships do they want to have? Collaborative or autonomous?
- What personal characteristics do you want to avoid?
After answering those questions, compose a detailed, written description of who those ideal clients are so that you will have total clarity about the prospects you are going after.
Remember, it's okay to be picky about clients.
Focus your business development efforts by pinpointing and finding your IDEAL CLIENT today.
In the end, you'll find that you actually enjoy the work that you do - and the clients you work with.
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Great post and you are right on target, Martha. Often when people first start out in business they make the mistake of taking any client that comes along. Initially, I fell into this trap but didn't stay long.
When dealing with clients that are not a good match for you, the relationship can be frustrating, demanding, and draining to you in more ways than one.
As a success coach, one of the areas I assist my clients in is the definition and selection of a niche to market to. By defining their niche group, they target a group of prospective clients that they feel passionate about working with.
Not only are they happier when they gain new clients, but they are doing the work they enjoy and with a group they enjoy as well. Plus, it makes their marketing much easier.
Thanks for such a great post.
Judith
http://www.JudithWentzel.com
Right on target Martha! I’ve certainly had my share of nightmare clients and once free of them – aaah the sweet feeling of liberation!
Aretha Gaskin
The Virtual Legal Assistant
http://www.tvlai.com