What’s the secret?

Serving an ideal client.

I know you’ve heard this before—but have you truly embraced it?

And no, a vague “catch-all” ideal client doesn’t count.

You need an ideal client you understand better than anyone else—a client you’re dedicated to serving.

Dig deep, define your ideal client, and I promise: winning them will become 10x easier.

How do you know if you’ve found your ideal client?

Here’s how you’ll know:

• You understand the outcome they want and why it matters to them—their dreams, their desires.

• You know their pain points and the mistakes causing that pain.

• You understand the transformation they need, the shortcuts that can make it easier, and the areas where the long route is necessary for lasting change.

The different tiers of ideal clients

Once you’ve nailed down those characteristics, you’ll encounter different tiers of potential clients. Here are a few questions to help you prioritise:

• Which sectors of your audience recognise their pain, are committed to solving it, and have the budget to pay you well?

• Who do you get the best results for?

• Is the market stable or growing?

• Considering competition and buying cycles, is the market large enough to support your business goals?

The importance of market size

Only 3% to 7% of any market is actively looking for a solution at any given time. So, if your total potential market is 100 clients, only 3 to 7 are actively searching right now.

Whenever possible, aim for a market size of 20,000+ potential clients. If that’s not feasible, and you’re working in a smaller niche, you must dedicate yourself to becoming the best in your field. You’ll also need to assess whether the market is big enough to meet your growth goals.

Defining your target client tiers

Once you’ve answered those questions, you’ll have identified your bullseye ideal client. This bullseye client is the one you focus on. But you’ll likely have other clients you’re happy to serve.

Identify two additional tiers of clients who support your work with your bullseye clients. These secondary tiers will provide stability and protection against unexpected shifts.

Create a "No-Go" Framework

Equally important is defining who’s off-target and why. Taking on the wrong clients can drain your energy and slow your growth.

Clearly define which clients you should turn away, and be disciplined about saying no. Chasing the revenue is tempting, but taking on the wrong client leads to distraction, frustration, and regret.

This framework ensures you stay focused on what matters—and grow faster.

Ready to make winning clients 10x easier?

Follow these steps, and winning your ideal clients will become significantly easier. Want more details?

Download the free Ready-To-Buy Playbook and learn how to generate 4+ ready-to-buy sales calls each month for your consultancy.

Get your free copy here.