Steps to Determine Who Your Ideal Client Is
Posted: Tue Jan 28, 2025 4:27 am
Find out the profitability of clients
Make a simple table. In one column, enter the client's name, in another - the profit he brought you. After that, arrange the customers in order of frequency of cooperation with them over the past 2-3 years.
Calculate the profitability of each leads for commercial real estate client. It is not at all necessary that the most expensive projects will be at the top of the table, they can be pushed out by less profitable, but more frequent orders from a certain person.
Next, look: were all the orders profitable for you? Perhaps, several times you worked almost for free?
Determine which projects and with whom exactly brought you the greatest profit. Filter out all the unnecessary - this will help you optimize your business. Many entrepreneurs make a big mistake, considering each new business very promising. To achieve success, you must always calculate everything accurately.
Highlight customers who recommend you to others
There are clients who liked your work. And there are clients who are so satisfied that they recommend you to their partners or friends. Having identified such customers, allocate a separate folder for them.
The portrait of an ideal client is drawn on the basis of a customer satisfied with the work. After all, only a perfectly executed project can make the customer happy.
Study the characteristics of those who were delighted with your work
You need to try to find some common traits in these people, which will subsequently form the image of the ideal client that you have created.
Don't focus on things like the customer's gender, age, or marital status. While these traits are important to the overall picture, they don't play a significant role compared to others.
What should interest you is deeper. To understand a person's motives, you need to find out his views and aspirations, life values and the tasks he sets for himself.
Understand customer behavior
Instead of chasing customers, you need to understand their needs and desires. Why do people look for people like you, what drives them?
You need to attract as many clients to your business as possible. How to do this? For example, start visiting the same forums where people from your target audience often appear. Show yourself, enter into a dialogue, if necessary - argue. It would be even better to act as a speaker.
Draw a portrait of your ideal client
To do this, combine in one image:
sources of your main income;
the customer's desire to recommend you to friends and acquaintances;
human qualities of clients;
their behavior.
When drawing a portrait of an ideal client, try to create a living image, a real one, not a “cardboard” character. Pay attention to the smallest details.
Someone might ask: why do you actually need such a portrait? It's very simple: with its help, it will be easier for you to find your ideal client.
When developing images, visualize people in the literal sense of the word. Imagine the person's appearance, try to understand what they are happy about and what they are afraid of, what they love and what they hate, what they are interested in and what they would never do in their life. Photos of real people - both familiar and unfamiliar - can help you create a portrait. Give a detailed description of the ideal client.
It may not be possible to imbue a single persona with all the positive qualities you've identified. No problem, create several portraits, give each one a name. In the future, when you're faced with a dilemma of whether or not to implement a new marketing plan, just ask yourself: will any of your ideal clients like it? If you're not sure, it's best to abandon the idea.
But when one or several conditional clients "approve" your idea, boldly implement it. Real customers will feel that you are working specifically for them. And they will pay generously for it.
Make a simple table. In one column, enter the client's name, in another - the profit he brought you. After that, arrange the customers in order of frequency of cooperation with them over the past 2-3 years.
Calculate the profitability of each leads for commercial real estate client. It is not at all necessary that the most expensive projects will be at the top of the table, they can be pushed out by less profitable, but more frequent orders from a certain person.
Next, look: were all the orders profitable for you? Perhaps, several times you worked almost for free?
Determine which projects and with whom exactly brought you the greatest profit. Filter out all the unnecessary - this will help you optimize your business. Many entrepreneurs make a big mistake, considering each new business very promising. To achieve success, you must always calculate everything accurately.
Highlight customers who recommend you to others
There are clients who liked your work. And there are clients who are so satisfied that they recommend you to their partners or friends. Having identified such customers, allocate a separate folder for them.
The portrait of an ideal client is drawn on the basis of a customer satisfied with the work. After all, only a perfectly executed project can make the customer happy.
Study the characteristics of those who were delighted with your work
You need to try to find some common traits in these people, which will subsequently form the image of the ideal client that you have created.
Don't focus on things like the customer's gender, age, or marital status. While these traits are important to the overall picture, they don't play a significant role compared to others.
What should interest you is deeper. To understand a person's motives, you need to find out his views and aspirations, life values and the tasks he sets for himself.
Understand customer behavior
Instead of chasing customers, you need to understand their needs and desires. Why do people look for people like you, what drives them?
You need to attract as many clients to your business as possible. How to do this? For example, start visiting the same forums where people from your target audience often appear. Show yourself, enter into a dialogue, if necessary - argue. It would be even better to act as a speaker.
Draw a portrait of your ideal client
To do this, combine in one image:
sources of your main income;
the customer's desire to recommend you to friends and acquaintances;
human qualities of clients;
their behavior.
When drawing a portrait of an ideal client, try to create a living image, a real one, not a “cardboard” character. Pay attention to the smallest details.
Someone might ask: why do you actually need such a portrait? It's very simple: with its help, it will be easier for you to find your ideal client.
When developing images, visualize people in the literal sense of the word. Imagine the person's appearance, try to understand what they are happy about and what they are afraid of, what they love and what they hate, what they are interested in and what they would never do in their life. Photos of real people - both familiar and unfamiliar - can help you create a portrait. Give a detailed description of the ideal client.
It may not be possible to imbue a single persona with all the positive qualities you've identified. No problem, create several portraits, give each one a name. In the future, when you're faced with a dilemma of whether or not to implement a new marketing plan, just ask yourself: will any of your ideal clients like it? If you're not sure, it's best to abandon the idea.
But when one or several conditional clients "approve" your idea, boldly implement it. Real customers will feel that you are working specifically for them. And they will pay generously for it.