Tweet

Independent Consulting Tips - 3 Steps to Clearly Defining Your Target Market

Written by: Larry Ferguson

Article Overview: Do you know the 3 steps to grow your business by defining your niche more closely as an independent consultant? You will after reading this article. The more you know exactly who you’re targeting, the sooner you can make those ideal connections.

Independent Consulting Tips - 3 Steps to Clearly Defining Your Target Market

Clearly defining your ideal client is the most critical early step you can take in developing your consulting practice. Here are ways to help you do this:

• Look to the past

• Look to the present

• Look to the future

Let's review each in more detail.

Look to the Past

Who has hired you in the past? What value or benefit did you provide them that they wanted or needed?

In other words, why did they choose you over someone else who they could easily have called, hired, and maybe who had a lower fee. Why did you get selected for that particular job?

Secondly, what is the demographic of the person who hired you? What is their position and in what industry? How long had they been at this company? You could also look at the psycho-demographics in terms of male/female, age, education, etc.

The clearer you can get about your clients in the past, the more you're going to be able to define who your ideal client is. After examining your past clients it's time to take a look are your current clients.

Look to the Present

Who currently is hiring you? What connection can you make with the people who have hired you in the past with the people who have hired you today? Are they in similar positions, similar industries, similar income levels?

Look to the Future

Who are the ideal clients you would like to work with?

Perhaps you met someone at a network marketing meeting, luncheon or conference who really seemed to be ideal; their situation, what they talked about, their problems, what they were looking for in terms of service. Perhaps they are similar to who you have been working with today as well as the past.

The key is to look for threads. Look for continuity of connection. That is a very, very powerful way for getting clear in your mind about who your target audience is.

When I meet people at conferences or in luncheons, I look for ones who have similar characteristics. Once identified, they become prospects on my marketing list.

The key here is to be clear on who your ideal client is because you can't be everything to everybody. That's a big, big mistake. Know who your target audience is, how you want to approach them, and what kind of value and service you can bring to them.

Recently, I was reading an article about an Internet marketer who has a thriving business. And what was so amazing is that he does no advertising, no banner ads, and no newspaper ads. When asked why he was so successful, he immediately responded,

"I constantly think about my customers. I'm thinking about them day and night. I'm trying to figure out what their problems are, what their needs are, what they're looking for. The more I can understand what their world is about, the better I can serve them."

If you think about mindset, this is extremely powerful.

Again, look to the past, look to the present, look to the future.

• Who have been your ideal clients?

• Who are my current clients?

• Who are future clients (current prospects)?

If you ask yourself these three questions and closely examine your answers, you will more clearly find clients coming to you like a magnet.

Related Articles
  Building a Consulting Practice: How To Avoid The Cash Flow Roller Coaster Ride
  International Marketing - Engaging Consulting Firms
  Start your consulting business as a side hustle
  Increase Focus On Your Target Market To Grow Your Small Business
  Defining Your Target Market

Article Tags: age education, benefit, br, conferences, continuity, demographics, job, luncheon, luncheons, male female age, network marketing, psycho, target audience, threads



Related Forum Posts
Re: How should i promote a new website? - ignore this message IF it's already been stated. I haven't had a chance to read all the replies and i have to jet from the office... I suggest marketing where ever your Target Market congregates. If it's a forum of concerned parents - go there. Strike up a deal with the forum owner (JV) and have him promote it to the list of members (Integration Marketing). If you want to go with Forums then i would partner with a parent who is a frequent poster/moderator on a particular Target Market Forum and have him/her add your link to their signature. That was just a thought but it's not as intense once you get buy in from the Forum owner or high ranked poster/moderator. Hope that sparks some new ideas.
Re: Ideas For Business - Hello Lucy, you may consider this list for Ideas for Business: (Top 23 list) Rank Company 1 Google 2 Genentech 3 Wegmans Food Markets 4 Container Store 5 Whole Foods Market 6 Network Appliance 7 S.C. Johnson & Son 8 Boston Consulting Grp. 9 Methodist Hospital Sys. 10 W.L. Gore & Associates 11 Cisco Systems 12 David Weekley Homes 13 Nugget Market 14 Qualcomm 15 American Century Invest. 16 Starbucks Coffee 17 Quicken Loans 18 Station Casinos 19 Alston & Bird 20 QuikTrip 21 Griffin Hospital 22 Valero Energy 23 Vision Service Plan
Business Tips - How about: Tips for managers to handle employees more effectively? Tips on how to deal with difficult customers? Tips on how to deal more effectively with suppliers? The only three I have in mind right now, but will try to come up with something else. Chris
Re: Do Women Play the Stock Market? - I also play Stock Market.....
Starting a New Business - Congratulations on the first step of deciding to create your own business. First, you have to ascertain if you are going to be selling your products or services to people or to businesses. People purchase products and services for three basic reasons: •To satisfy basic needs •To solve problems •To make themselves feel good. You have to determine which of these three categories your product or service is the solution to. Businesses, unlike individuals, buy products and services for three reasons as well: •To increase revenues •To maintain the status quo •To decrease expenses. Knowing the reasons why people/businesses buy, you should have a picture emerging of who you think your "Target Market" (or ideal customer) is. Once you have zeroed in on your solution, you are ready to create your Marketing Strategy. If you look at any company that has grown rapidly over the past few years, (i.e. WestJet and Starbucks), it should demonstrate to you the importance of Marketing. In simple terms these companies have: •Clearly defined what makes them different; •Who their ideal customer is; •How to reach them; •Why customers should buy from them; •And most importantly why customers should come back again. It is strong Marketing Awareness that singles out the best companies. I can not stress enough how important it is to create a "living" Marketing Plan before you even start. I hope this helps a little in the creation of your plan. All the very best of luck. Remember: "A Goal without a Plan is just a Wish" Miles of Smiles, Marketing Maven


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

What should your free giveaway be?

The Future of Online Marketing

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.