If you want to expand your business in a meaningful, efficient, and profitable way, focus on attracting more ideal clients, said Bria Simpson, founder and CEO of Excelerated Success, a coaching and consulting company in Durham.
What do I mean by ideal?, Simpson asked. I mean good-fit clients who fit the demographics, desires and other traits that are optimal for your business growth.
Here are Simpsons edited ideas for finding ideal customers in 2014.
Identify ideal clients: What traits and desires do you want your clients to have? One of Simpsons clients, an interior designer, identified her ideal clients as those who like her style, want to redo three or more rooms and were willing to give up control of the redesign process. Once the designer focused on those traits, her profits and happiness in her business improved.
Ask preliminary questions to determine if a client is ideal: Simpson, whos been a coach for 10 years, prefers working with established business owners who want to streamline their businesses so they run more efficiently and effectively.
Before working with clients, Simpson asks them questions, such as how long theyve been in business, and do they have clear business systems, to determine if shes a match with a potential client.
Simpson is looking for entrepreneurs who dont have all the systems and focus they need in their business but clearly value obtaining those results. This get acquainted call helps her determine who her clients should be.
Say no to non-ideal clients: This is often a difficult step for business owners. Saying no to potential work often elicits a fear of letting business go and losing money.
Many owners cant afford not to say no. Its the only way to get what you really want in business clients who will happily pay for services because the results you deliver are the results they want.
Bridges: 919-829-8917; Twitter: @virginiabridges