Who is Your Client?

Red Zebra Define Your Target MarketThree Tips to Define Your Target Market.

A few weeks ago, I met with a prospect, who wanted consulting to increase sales.  “Bill” ran a boutique service business, which had grown from one (him) to a staff of 35.  His company had solid infrastructure and delivered a quality service to clients.  As we started to discuss his current sales volumes, I inquired how he sourced clients.  He sheepishly admitted he didn’t know.  I then asked him to describe his target client.  He replied, “Anyone who will needs my services.”

And therein was the source of the sales problem – Bill did not have a defined target market.  Continue reading