30 Questions to Identify Your Ideal Client Raising the Barr Weekly Memo: Issue 383

On a scale of 1 to 10 (1 being not at all and 10 being extremely well), how well do you know your customers?

A few years ago, in my article, Who Are Your Top Customers? I revealed several questions you should ask yourself to identify the attributes of your best customers.

Today, I want to focus on helping you evaluate the attributes and characteristics of your “perfect” client by answering some key questions.

Here are the top 30 questions you should ask yourself and review when evaluating your clients:

  1. What is their age range?
  2. Why are they located?
  3. What is their gender?
  4. What is their level of education?
  5. What is their marital status?
  6. What is their family status?
  7. What is their income level or annual revenues?
  8. Are they a consumer or line management or executives within an organization?
  9. Who are their competitors?
  10. What do they read, listen to and watch?
  11. Are there special live and virtual events they like to attend?
  12. What are their key challenges and fears?
  13. What fascinates them?
  14. What are their buying habits and preferences?
  15. What gets them enthusiastic?
  16. Do they have special hobbies, interests and passions?
  17. What special causes or organizations do they support?
  18. What brings them joy?
  19. What are their opportunities?
  20. What new markets should they penetrate?
  21. Are there certain tasks, initiatives or development they should abandon?
  22. How well is their strategy defined and executed?
  23. How successful are their marketing initiatives and how can they improve them?
  24. How have your products and services transformed their lives and businesses and how can they in the future?
  25. What is their perception of your organization?
  26. How can you serve them better?
  27. What are some of their key successes and achievements?
  28. What are their goals and aspirations?
  29. What are new products and services they are looking for?
  30. What are the goals, results and accomplishments they would like to achieve this year and next?

Where do you get this information? Connect with your clients and starting with your initial discussion capture the answers to these questions and refine them over time. You can also us the web and social media to capture such intelligence as well.

I could just as easily come up with the next 30 questions, but I think having the answers to these will provide you with critical knowledge, insights and intelligence about your clients and therefore about you!

If you don’t ask, the answer is always no! Have conversations with your clients, ask good questions, build outstanding relationships and transform their business and yours!

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