Today we’re going to cover the five benefits of dealing with your ideal client versus just the masses. This is a strategy that I talk with clients about quite often. It’s a balancing act, because on the one side, yes we want that ideal client. We can serve them really well. However, we define that ideal client whether they’re easy to work with, they’re large dollar amounts, they make quick decisions. There just seemed to be a fit. On the other side, we have bills to pay. We have to attract business, get them in the door.
Often, the story that I hear is, “Once I’ve got a few clients or once I hit that next level, then we’ll change the business over to actually focus on our ideal client. I know that seems logical and it fights the emotions that come in, but here’s the five benefits that will happen in your business from serving your ideal client.
Benefit 1: It’s Easier
The benefit of dealing with just your ideal client is, it’s ideal, it’s a whole lot easier. They’re going to, as Simon Sinek says, “Not by what you do, but by why you do it.” The point of business is not to do business with anyone that needs your product. The point of business is to do business with people who believe what you believe.
Right out of the gate, their priorities, what they value, what they dislike are going to be closer aligned with what you represent and what you offer. Right out of the gate, by doing business with your ideal client, everything is going to seem to fit better and be a whole lot easier.
Benefit 2: You Get Way Better
When you’re dealing with just your ideal client, everything seems to be a little bit more simplified, and it allows you to actually get better at what your ideal client really wants. You’re not trying to juggle or spin multiple plates or multiple balls. You can really focus in on what that person needs, desires, and that you can serve and benefit from. Invariably, we get way better at what we do.
Benefit 3: It Becomes Simpler
I’ve alluded to it in the last one, but business from front to back, to middle, everything becomes a little bit simpler. When we deal with just our ideal client, there’s a whole bunch of things that we can actually stop doing. Things they come up and they’re worth it, but they’re not as worth dealing with our ideal client. Ultimately, because we’re going after a narrow focus, typically with a better service, everything becomes a whole lot simpler. When the whole team knows who we’re going after. When the marketing department knows who we’re going after. When the professional services people that actually deliver the service knows who we are going after, everything just gets simpler.
Benefit 4: Our Service Becomes Worth More
Our services actually become worth more. When we choose our ideal client the services that we offer are actually designed for the benefit of that ideal client. Invariably when I’m dealing with clients, that ideal client is typically a larger, more successful, more complex, something that uses our expertise and our experience more for a benefit for them.
Think about that. If you were doing some service between two clients, and one is twice as large as the other, but the service that you offer basically gives the same result, the impact between those two people is twice as much.
Now, think about that for a second. It’s the same service, the same method of doing it. The only thing that changed is that you did it one to a larger client or a more ideal client. Please hear me, sizes and everything, but fit in your ideal client is. One of the big benefits is that your services become more valuable to an ideal client versus a fringe client.
Benefit 5: We Become Referable
The number five benefit is that we become referable. When we choose an ideal client profile and people around us know that, A) we do a better job. We do something that’s more valuable. Both the client, the friends of the client, and this is the big shocker, our competitors start to recognize that we have a niche that we serve, a certain type of client, and we become more referable. And we do a better job, but also B), we become known for that type of work because we’re not doing other things.
We just went through the five benefits of dealing with your ideal client.
- It’s just way easier. It’s like doing business with your friends.
- You actually do it better, because you’re dealing with your ideal client, we do a better job.
- It becomes simpler. The whole operation from front to back is a whole lot easier, because we’re dealing with just our ideals not the exceptions.
- Our services actually become worth more, because we’re dealing with our ideal client, it’s no surprise that what we do becomes worth more, because the impact that they get is worth more than again our fringe clients.
- When we focus on our ideal client, we become referable. What we do becomes more valuable so again it’s no surprise, we get referred more business.
Hopefully that was helpful for you guys. I would love your feedback. Throw them in the comments below. Give me your questions. What things have you found with your ideal clients that you could share with others? Then do me a favor, hit the like button. In fact, smash the like button. You probably know two or three people that could benefit from getting more focused in their business. I would love for them to get showed in this video.
Until next time I’m Rich Scott