Steer issue 21 APRIL 2019 - Page 22



MARKETING
Ideal
Your
Target Client
is not male or female.
He or she does not necessarily have a business located in
your town, drive a black Audi A6 or have 5-10 staff either.
He or she is a person – and that person is precisely who
you’re going to have to work
with. You do not build a
relationship and collaborate with
a ‘description of a business’.
One of your very first jobs in
marketing is to understand who
will pay you the most for your
services.
What type of person is most
suited to working with YOU?
Additionally, what type of
person are you looking to work
with? Here is an example for
you. This is a list I made of personality traits of my Ideal Target
Client (ITC). As you can quite clearly see, it’s all about THE
TYPE OF PERSON.
Now let’s turn this around…
Who is my Ideal Target Client looking to work with?
If they’ve thought about it, your ITC will also have their own
list of ‘Ideal Supplier’ personality traits. So, do you match up?
Can you predict what they are looking for and what they’ll
write on their own list?
You have a list.
They have a list.
What cross-matches?
I don’t even know if that cross-match is important at this
stage. What I do know is that you must aim to work with the
right type of people (especially
in business consulting services)
or your client could frustrate the
hell out of you and a business
divorce is inevitable.
Thanks for reading. Please
share if you enjoyed this.
Tim
Coe
i
22 STEER YOUR BUSINESS
Tim Coe is straight-talking, authentic and honest
guy trying to help others out with their business
messaging. Tel: 01590 672 282 or
Email: tim@timcoe.com

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