This document provides information on how to identify an ideal "bull's-eye" client. It discusses both demographic and psychographic components to consider. Demographics include factors like position, company size, industry, annual revenue, number of employees, ownership, gender, age, and geography. Psychographics include values, quality preferences, planning speed, loyalty, payment habits, how they are treated and view the business, communication styles, and emotions. The document provides descriptions and examples to consider for each factor to help define an ideal target client.

2. How to identify your bull’s-eye client
COPYRIGHT 2011 Beyond the Benchmark. All rights reserved.

3. Favorite Clients
CLIENT 2011 80/20
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4. Efficient + Effective
TARGET “Bull’s-Eye” CLIENTS
10,000’s and 100,000’s of leads
Their needs matched
with your offerings

5. Creating Favorable Circumstances
Product
Or
Service
Customer and
Client Needs

6. Two Components
Ideal
Demographic Psychographic
Client

7. Demographics
Demographics:
Position: I work with:
Growth Phase: That are: (startups/growing/mature/distressed)
Company Size: Of ______ size companies:
Industries: In ______ industries:
Markets: Manufacturers, distributors, wholesale, retail, resale:
Annual Revenue: With annual revenue of:
Number Having ____ employees:
Employees:
Ownership: Closely privately held, Fortune 500, public:
Gender: They are mostly males/females:
Age Class: Ranging from __ to __ in age:
Geography: They work in:
Ethic Background: They are of _____ ethnicity:

8. Position

9. Growth Phase

10. Industries and Markets
Natural Resources, Construction, and Utilities
Manufacturing
Transportation
Information
Financial Activities
Professional and Business Services
Education, Healthcare, and Social Services
Leisure and Hospitality
Government and Civic Organizations

11. Company Size
Mid - Middle
Large
Lower Middle
Small
Upper Middle
$1- 5M $5 - $150- $500M >$1B
150M 500M -1B
Number Employees
Annual Revenue

12. Ownership
Privately Held
Family Owned
Publically Traded
Fortune 500

13. Ownership and Geography

14. Gender, Age, and Ethnicity
Ranging from _____ to _____ in age
and of diverse ethnicity.

15. Two Components
Ideal
Demographic Psychographic
Client

16. Psychographic
Psychographics:
Value: They are oriented to the end result or decide on pricing
Quality: They are value-oriented or commodity buyers
Speed: Their needs are last minute or planned
Loyalty: Repeat clients, refer others
Full Service: They purchase multiple products/services
Payment: Always pay their bill on time
Treatment: See you as a trusted advisor
Attitude: Continuous learner, open to new ideas, does not know it all, easy
to work with
Communication: Informative, keeps us informed of changes, accepts feedback
Emotion: They are happy, sad, fearful, angry
Fearful: Fear of rejection, being wrong, failure, or emotional discomfort

17. Value, Quality, and Speed
FAST
Delivery

18. Loyalty
Give Willing to Give; No
Referrals But Don’t Referrals
20% 60% 20%
Value Demonstrated No Value
Trust Lack Trust
Time No Time No Interest
Appreciated Liked Not Liked
Ideal Fit Good Fit No Fit
Proactive Reactive Inactive
Committed Indifferent
Understands Uneducated
Offering To Offering
ADVOCATE REFERRAL OPPORTUNITY

19. Full Service and Payment

20. Treatment and Attitude

21. Communication
12/14/2011

22. Seven Human Emotion
Anger: frustration, resentment, displeased,
Sadness: not happy, grief, disappointment
Surprise: uncertain, unknown, wonderment,
unexpected, trigger events, unaware
Disgust: upset, dislike, miserable
Contempt: disapproval, unacceptable
Happiness: fulfillment, joy, pleased, contentment,
satisfied
Fear: four types

23. Four Fears
Rejection: the desire of wanting to be liked
Failure: the desire to be successful
Wrong: the desire to be right
Emotional
the desire to be comfortable
Discomfort:

24. Two Components
Demographic Psychographic
Why do your clients decide
to work with you?

25. Aim for your…
And share your profile with each other.