Creating An Ideal Client Profile

Ron KranzThought ProvokerDecember 2011

How to identify your bull’s-eye client

COPYRIGHT 2011 Beyond the Benchmark. All rights reserved.

Ideal “Bull’s Eye” Client – Favorite Clients

CLIENT 2011 80/20

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TARGET “Bull’s-Eye” CLIENTS

10,000’s and 100,000’s of leads

Their needs matched with your offerings

Aim For The Bull’s-Eye: Efficient + Effective

Creating Favorable Circumstances

ProductOrService

Customer andClient Needs

Ideal “Bull’s Eye” Client – Two Components

IdealClient

Demographic

Psychographic

Ideal “Bull’s Eye” Client - Demographics  Demographics:

  Position: I work with:  

  Growth Phase: That are: (startups/growing/mature/distressed)  

  Company Size: Of ______ size companies:  

  Industries: In ______ industries:  

  Markets: Manufacturers, distributors, wholesale, retail, resale:  

  Annual Revenue: With annual revenue of:  

  Number Employees:

Having ____ employees:  

  Ownership: Closely privately held, Fortune 500, public:  

  Gender: They are mostly males/females:  

  Age Class: Ranging from __ to __ in age:  

  Geography: They work in:  

  Ethic Background: They are of _____ ethnicity:  

Ideal “Bull’s Eye” Client – Position

Ideal “Bull’s Eye” Client – Growth Phase

Ideal “Bull’s Eye” Client – Industries and Markets

Natural Resources, Construction, and Utilities

Manufacturing

Transportation

Information

Financial Activities

Professional and Business Services

Education, Healthcare, and Social Services

Leisure and Hospitality

Government and Civic Organizations

Ideal “Bull’s Eye” Client – Company Size

Sm

all$1-

5M Low

er

Mid

dle $5 -

150M

Mid

- M

iddle $150-

500M Upper

Mid

dle$500

M -1B Larg

e >$1B

Number Employees

1 employee = $100,000Annual Revenue

Ideal “Bull’s Eye” Client – Ownership

Privately Held

Family Owned

Publically Traded

Fortune 500

Ideal “Bull’s Eye” Client – Ownership and Geography

Ideal “Bull’s Eye” Client – Gender, Age, and Ethnicity

Ranging from _____ to _____ in age

and of diverse ethnicity.

Ideal “Bull’s Eye” Client – Two Components

IdealClient

Demographic

Psychographic

Ideal “Bull’s Eye” Client - Psychographic  Psychographics:

  Value: They are oriented to the end result or decide on pricing  

  Quality: They are value-oriented or commodity buyers  

  Speed: Their needs are last minute or planned  

  Loyalty: Repeat clients, refer others  

  Full Service: They purchase multiple products/services  

  Payment: Always pay their bill on time  

  Treatment: See you as a trusted advisor  

  Attitude: Continuous learner, open to new ideas, does not know it all, easy to work with

 

  Communication: Informative, keeps us informed of changes, accepts feedback  

  Emotion: They are happy, sad, fearful, angry  

  Fearful: Fear of rejection, being wrong, failure, or emotional discomfort  

Ideal “Bull’s Eye” Client – Value, Quality, and Speed

FASTDeliver

y

Give

Referral

s

Willing to Give;

But Don’t

No

Referrals

20% 60% 20%

Value Demonstrated No Value Trust Lack Trust

Time No Time No Interest Appreciated Liked Not Liked

Ideal Fit Good Fit No Fit Proactive Reactive Inactive

Committed Indifferent Understands

Offering

Uneducated To Offering

ADVOCATE REFERRAL OPPORTUNITY

Ideal “Bull’s Eye” Client – Loyalty

Ideal “Bull’s Eye” Client – Full Service and Payment

Ideal “Bull’s Eye” Client – Treatment and Attitude

Clearly defines objectives

Informative about changes

Provides, and is open to feedback

04/10/2023

Ideal “Bull’s Eye” Client – Communication

Ideal “Bull’s Eye” Client – Seven Human Emotion

Anger: frustration, resentment, displeased,

Sadness: not happy, grief, disappointment

Surprise: uncertain, unknown, wonderment, unexpected, trigger events, unaware

Disgust: upset, dislike, miserable

Contempt:

disapproval, unacceptable

Happiness:

fulfillment, joy, pleased, contentment, satisfied

Fear: four types

Ideal “Bull’s Eye” Client – Four Fears

Rejection: the desire of wanting to be liked

Failure: the desire to be successful

Wrong: the desire to be right

Emotional Discomfort:

the desire to be comfortable

Ideal “Bull’s Eye” Client – Two Components

Demographic

Psychographic

Why do your clients decide to work with you?

Ideal “Bull’s Eye” Client – Aim for your…

And share your profile with each other.

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