Thanks for your comment… and question.

It’s all part of my online spider-web of expert content. If my visitor sees my rants and words of wisdom not only here on my blog, but on Squidoo Lenses, my Facebook page, Ning sites etc— what are they gonna think?

When does Walt sleep… and how does he do it?

And… how can he help me do it for my business too?

I’d like my business to blanket the Internet too!

As I do things and they work, I keep handing them off so my time is freed up for the 20% that drives 80%.

It’s a constant shuffle, and not a perfect science.

Walt

Good point… Where is my 80/20 on traffic and loyal readers?

Actually, in this post, on the Squidoo Lens, it’s all part of a larger inter-connected overall marketing strategy. It ties back into some of my main keywords, and will ultimately lead into my products and services.

My blog here, Keyword, high-ranking Squidoo Lenses… Yes, part of the 20% high payoff. Facebook, Ning, all the other social sites and activity? We shall see…

Thanks for your input Scott,

Walt

Scott Frangos’s last blog post..Launching Your WordPress 2.5 Upgrade

I think you got it!

Walt

Ian Denny’s last blog post..You Are The Best - So Why Don’t New Clients Beat Down Your Door?

Thanks for your comments.

First, I fixed the link, and am in the process of still fixing lots of things since I’ve moved my domain name and changed blog theme. It’s ongoing.

You’re right about the old 80/20 focus.

I find it’s usually more like 90/10, or even 95/5 depending upon the business.

You hit upon the process to identify your top, most profitable clients.

In my Free e-course, “7 Simple Secrets of Growth-Focused Entrepreneurs”, I introduce this process.

As mentioned, in The Law of Ideal Client Attraction page, my upcoming re-release of my e-book will go into the process in detail.

The demographics of your market is one thing… employee size, type of business, location, etc.

However, to really hone your marketing focus, you gotta look at Psychographics, such as, in a business, are they “Early Adopters”, willing to try new technology, what’s the corporate culture surrounding change, taking risk, innovation, etc. In other words, what’s the corporate “personality” and driving forces that causes them to do what they do.

Additionally, it’s worth taking time to discover “Buying Trigger Events.

In your top, most profitable clients, can you pinpoint or see patterns as to when they engage you?

Is it a new hire internally who hires you?
If so, keep you eyes peeled on new staff announcements within your target market.

Is it upon moving into new office space?
Keep an eye on new lease announcements.

There’s almost always an intersection among all 3… Demographics, Psychographics, Trigger Events… that will reveal your market sweet spot and where you need to be positioned and focus your marketing efforts.

All you need to do is put down the busy work and discover it :0) ( Yes, easier said than done… even for me, and I know the process!)

Ian, I invite you to sign-up for my Free E-course. Simply drop your name and email in the box on the top right of my page here.

Also, stay tuned. My re-launch of Design Your Ideal Client is coming soon.

Thanks Ian,

Walt

 
Your question - how do you describe the ideal client. Sometimes that can be difficult.
 
I’m not a pro-marketeer, but I help out friends. And I ask this question and they don’t always know.
I’ve found the easiest place to find the answer is in their accounts package. You can run reports on the big spending clients - some have top 10, top 100 spending clients. But if you don’t have that option, a bit of old-fashioned addition or typing/pasting numbers into a spreadsheet for a few months worth of invoicing (or longer if you have time) can yield the results.
 
Look at the top 20% of your list. Now add a couple of columns if you have it in a spreadsheet.
 
If it’s business-to-business, add “business sector”, “number of employees” and find out the answer. If you find you have any in your list from more than one sector, or a pretty consistent size, start looking for more people like that.
 
Or even, aim a little higher. If your biggest client is in a certain sector, employing say 50 staff, look for some in the same sector and region who employ say 100. They may not exactly be worth double, but they could be significantly more lucrative, and you can boast about the great job you do once your marketing yields an appointment - or with permission - use strategic testimonials from your client.
 
They are bound to know them.
 
Just my 2 pence on really tuning into the exact people you need to focus on.
 
And another tip - spend 80% of your marketing effort and time on this type of client, and 20% on the rest. If will pay off for you far more handsomely.
 
DOH! Done it again. Need to follow my own advice. I haven’t done this exercise since last time we had a big growth spurt - how stupid I am! Isn’t it amazing how easy it is to preach to people and then forget to do it yourself.
 
One of the problems of marketing yourself - you have other stuff to do in a business and end up spending too little time on the thing you’re better at, enjoy most, and can do well at if you can shift the other responsibilities!

Ian Denny’s last blog post..You Are The Best - So Why Don’t New Clients Beat Down Your Door?

Yeah that poodle… Some dog huh?

Not my idea of an Ideal Dog, but it is the image I get in my head when I think “poodle on Prozac”.

You’re right. If you wanna catch that big fish, you can’t toss ‘em a couple breadcrumbs. Feed  him a nice, big, juicy special worm!

Walt

Thanks for taking your time and responding.

Your Ideal Client sounds like what almost every business wants…kinda vague…

What specific qualities does your Ideal Client possess?

Type of business? Location? How long in business? Revenue size?

And, then drill into their heads… what keeps ‘em up at night? Who do they envy? What really gets their blood boiling?

Break it down:

What don’t you want?

• Cheap
• Lying
• Lone Ranger who doesn’t know anyone.

What do you want?

• Trusted Relationships
• Clients who appreciate your value
• Happy clients who will spread the word about you.

You see, you gotta dig in and specifically describe your Ideal Client before you can figure out how and where to find ‘em.

Rob, come on back and keep talking,

Walt