Download - Ideal "Bull's-Eye" Client Profile
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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.
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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
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Creating Favorable Circumstances
ProductOrService
Customer andClient Needs
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Ideal “Bull’s Eye” Client – Two Components
IdealClient
Demographic
Psychographic
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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:
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Ideal “Bull’s Eye” Client – Position
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Ideal “Bull’s Eye” Client – Growth Phase
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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
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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
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Ideal “Bull’s Eye” Client – Ownership
Privately Held
Family Owned
Publically Traded
Fortune 500
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Ideal “Bull’s Eye” Client – Ownership and Geography
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Ideal “Bull’s Eye” Client – Gender, Age, and Ethnicity
Ranging from _____ to _____ in age
and of diverse ethnicity.
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Ideal “Bull’s Eye” Client – Two Components
IdealClient
Demographic
Psychographic
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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
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Ideal “Bull’s Eye” Client – Value, Quality, and Speed
FASTDeliver
y
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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
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Ideal “Bull’s Eye” Client – Full Service and Payment
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Ideal “Bull’s Eye” Client – Treatment and Attitude
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Clearly defines objectives
Informative about changes
Provides, and is open to feedback
04/10/2023
Ideal “Bull’s Eye” Client – Communication
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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
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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
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Ideal “Bull’s Eye” Client – Two Components
Demographic
Psychographic
Why do your clients decide to work with you?
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Ideal “Bull’s Eye” Client – Aim for your…
And share your profile with each other.
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