BRX Pro Tip: How to Identify Your Ideal Client
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor Stone and Payton here with you. Lee, under the category of simple but maybe not always so easy, let’s get kind of tactical for a moment and talk about how to identify your ideal client.
Lee Kantor: [00:00:18] Yeah. Everybody knows it’s important to get clear on your ideal client. Once you’ve identified what that ideal client looks like, then you can find them. You know where they hang out. You know what groups they’re part of. You know who knows them, who doesn’t know them. And, your marketing becomes very clear if you can really get a tight ideal client profile.
Lee Kantor: [00:00:39] So, a way to figure out your ideal client is to analyze your existing clients. So, you look at all of your existing clients in terms of both demographics and psychographics and understand who they are, what their likes and dislikes are. Is there any kind of persona you could build around who this ideal client is? Are there places they hang out? Are there groups that they are part of? You can do some research. So you go to your existing clients and then just start looking through their LinkedIn.
Lee Kantor: [00:01:10] You know, LinkedIn is a great resource to help you kind of get intel on your ideal clients. When you’re looking at their intel, look at what colleges did they go to? What is their degree? What are the groups that they participate with? What are the charities they participate with? What are the issues that are most important to them? Who are their connections? Let me see if there’s any overlap of their connections and my connections. You know, once you’ve identified this ideal client and you get on to their LinkedIn, you know, don’t be shocked to find other potential clients there because people hang out with people that are kind of similar to themselves.
Lee Kantor: [00:01:46] So when you review each of your client’s accounts to see what they have in common, then you start getting clearer on the traits that they might share. You might get clearer on, you know, their jobs that they’ve had, titles that they’ve had, referral sources, maybe they all use the same accounting firm. I mean, maybe they all use the same software or the same marketing automation software. Any intel you get, you’re going to be able to kind of match it up with the other clients you have and then get a clearer and clearer picture of who that ideal client looks like and the activities they do.
Lee Kantor: [00:02:22] But most importantly, in addition to that, you’re also going to get a clear idea of who they aren’t, what they don’t look like, what are qualities they don’t have. Where are places they don’t hang out? What are the – you know, what are those kinds of things as well. Because having kind of the inverse of what that ideal client, what a terrible client looks like, also helps you hone in on what your ideal client looks like. So if you do this exercise, it’ll help you get clearer on who your ideal client is. And the great place to start is just by analyzing your existing clients.
