4. When prospective clients ask you what kind of clients you serve,
you will be able to answer clearly with confidence.
So what do you need to discover about your clients? Here are some
questions to ask yourself to get you started. You may not be able to
answer all of them. See if you can come up with more you do know.
Business to Consumer:
- Are they mainly men or women, or both?
- What age range are they?
- Where do they live? The same city as you? A nearby city? Another
country?
- How much do they buy from you on average?
- What is their nationality?
- Are they single, married, or divorced?
- Do they have children?
- What is their profession/business?
- What clubs do they belong to?
- What types of books and magazines do they like to read?
- Is there anything else they have in common?
- How do they find out about your company?
Business to Business:
- What size is their company?
- How much do they buy from you?
- What is their geographic location?
- What type of industry are they in?
- How do they find out about your company?
- What is the function of your contact at the company?
OK, now you have the numbers, how do you use them to figure out the
percentages that can help your business? You don't have to be a math
whiz to do these calculations. Depending on how many past and current
clients you have, you can use paper and pen or an excel spreadsheet.
Start by writing down the number of clients for each category like:
gender, age range, etc. Then take the number in each category and divide
it by the total number of clients and you have the percentage of that
category. The great news is that once you have set this up, you can
simply add new clients to the mix as you go.
Take a good look at the information you find and sort it from the
highest to lowest percentage in each category. This will tell you which
groups to focus on more and which groups need less attention. It's also
a chance to re-evaluate who you would ideally like to serve with your
business.
Also, look for themes and see if any patterns emerge. You may be
surprised at what you find. When you have better knowledge about your
clients, you can make better decisions for your business.
Curious to find out who your clients really are? Set aside a few
hours to analyze your clients and find out more about them as well as
what you may have been missing. Take the valuable information you find,
create a plan, and put it into action. Happy hunting!
(c) Stephanie Ward 2006
Life and Business Coach Stephanie Ward helps business
owners set their profits on fire! Grab your free monthly profit tips
plus a bonus report at:
http://www.fireflycoaching.com.
