Over the past couple of days we’ve been talking about measures we can take to help our networking partners help us. To that end we are working on being able to specify our ideal clients. Please note, we aren’t talking about the people whom we could help, but rather those whom we prefer to help.
So we’ve talked about taking the measure of those among our current and former clients with whom we prefer to work. Maybe they were enjoyable to work with. Maybe they were profitable enough such that any challenges were more than compensated for. Even better, those who fall into both camps. We asked a number of questions about each client in the attempt to come up with some common attributes which we could then use to specify ideal referrals to those members of our network who took an interest.
Let’s look at an example or three for illustration. Which of the following is more likely to bring someone to mind?
- My ideal client is anyone who needs a home.
- My ideal client is going to be a couple living in Ann Arbor in their late forties to early fifties who have just finished putting their kids through college and are now considering purchasing the home in which they will spend their next twenty years.
How about this one?
- My ideal clients are people who want to by a new car.
- My ideal clients are young couples in their late twenties or early thirties who are either expecting or have given birth to their second or third child and are currently driving an older small car.
- I’m looking for anybody who needs a new website.
- I’m looking for the owners of recently founded small businesses (usually less than ten people) who have’t had a chance to create their website yet. These folks will often not have a website listed on their business card or, if they do, they’ll tell you not to go there because the site hasn’t been built yet.
Tomorrow, we’ll talk about referrals you might want which don’t directly affect your bottom line.
Photo credit: anyjazz65