No really, who exactly do you dream about doing business with? Who will make the biggest impact on your top and bottom line, and who will make the biggest impact on your life? What do these clients businesses, lifestyles and investing habits look like?
Some experts claim your list should be 25 people or companies, some 50 and some 100 people or companies. It really all depends on your sales cycle, industry and the number of clients you are capable of supporting.
For arguments sake, let’s assume you know the exact description of what your dream client looks like, and let’s assume you even possess their contact information (which you must). Now what? Now here's the absolute most critical series of questions period:
- What common ground or relationships do you have?
- Why exactly should they take your phone call, read your email, or accept your LinkedIn request?
- What exactly is in it for them? And I don’t mean your marketing departments list of company or product and service features.
- How will you save them time? Specifically, how much time, where’s it coming from and why?
- How will you save the money? You must know exactly where the savings are coming from and have concrete results and testimonials to back it up.
- How will you save them aggravation? What sources of stress are you going to cut out? Can you prove it?
Once you have exact answers to these questions, you can focus on meeting them and building a winning relationship. Until you have them answered though, the relationship is all about you and your pompous platitudes. I’m sure those are wonderful, but they don’t support your clients or you long-term.
So, who are your dream clients and why should they become your clients. Answer those questions and you set yourself and your dream client up to win.