318: The Ideal Client Profile

<p style="font-weight: 400;">Knowing where to find potential clients is one of the core skills of salespeople.  Yes, marketing drives activity and we have our networks, but we need to keep that sales funnel full.  That means we need a healthy flow of new prospects to talk to.  Where will these new buyers come from?  Often we have to create them out of thin air.  Cold calling has become so much more difficult with remote work, as our buyers are hiding out at home.  They are protected by a steel wall of blockers making it impossible to get to them.  In this case, we need to re-group and re-think how we need to go about connecting with potential clients.</p> <p style="font-weight: 400;">Identifying the perfect client is a good way to start because this will mean we are only focused on buyers with the highest potential, rather than spraying our efforts everywhere without any great focus.  Let’s look at some markers we can use to locate these ideal clients.</p> <p style="font-weight: 400;">Company size</p> <p style="font-weight: 400;">This could be the number of people or the size of the revenue.  Some operations may be too small to worry about and others may to big.  A very large client can often be a problem, because they have so many resources they may not need our help, particularly with regard to our provision of services.</p> <p style="font-weight: 400;">Age bracket</p> <p style="font-weight: 400;">The staff of the company may be a target for us and this may vary depending on the age range.  Are they newbies who have just started and are in their twenties?  Or are they seasoned staff on their thirties and forties. </p> <p style="font-weight: 400;">Gender</p> <p style="font-weight: 400;">Are we focused on a particular gender for our product or service?  Some industries are very heavily weighted toward one gender over the other.  What is your situation?</p> <p style="font-weight: 400;">Years in business</p> <p style="font-weight: 400;">The maturity of the business can make a difference.  Are they a start up, thrus