The ideal customers for any business are the people who pay you the most, stay with you the longest, and say nice things about you publicly. When you effectively understand who makes an ideal customer, you can successfully build your entire business, message, product, services, sales and support around attracting and serving this specifically defined group of people.
Your ideal customer or client:
- Likes your product or service and needs it;
- Has the necessary means (money) to obtain it;
- Will benefit more than others from what you are offering;
- Is willing to tell others about you;
- Looks to you as an authority, expert, artist, visionary.
The main question to ask yourself is: “Who loves doing business with me, and what do these people have in common?”
Looking at your current customers is the best place to start when creating an “ideal customer” profile. The longer you have been in business, of course, the more data you can utilize. When looking at your current customers, focus on the total revenue spent with you over the last year(s), how long the customer has been loyal to your brand and business, and their willingness to offer a good reference for your company.
Once you have a list of these criteria, find a commonality among these best customers. Are they in a certain age range? Do they have similar household incomes? Is there a particular gender that your business appeals to more? Going through the data and pinpointing these details can be time-consuming and difficult, yet doing so is essential to understanding your ideal customer and targeting similar ones in the future.
This process can be done internally or externally through a third-party vendor that specializes in creating ideal-customer profiles for businesses.
Once you have an idea of what your ideal customer looks like, you can target people with similar ideas, needs and habits. By taking the time now to create your ideal-customer profile, you’ll save time and money later by targeting the best and most profitable customers for your business.
written by: Courtney Ricks