Are you tired of talking to prospects who give you a “glazed-over” look? That reaction can be a signal you are not clear on who is your ideal target audience. Determining a specific target group of potential clients will not only make your marketing easier, it will also help you close sales more quickly and easily.

A lot of small business owners avoid defining a target audience. They worry that narrowing the field will also narrow the amount of money they make. But this is absolutely not true. In fact, the opposite is actually what works. When you have a specific target, versus working with everyone, it’s so much easier to get new customers.

How can that be possible? When your marketing is very clear and targeted, prospects strongly relate to your work and self-select which is priceless. They opt to work with you! Your marketing efforts literally PULL in clients, which makes obtaining new clients so much easier and more affordable too.

The trick is to get specific. I tell my clients to determine a group and specialize. Settling on who your ideal clients are does take some work to figure out. But that process is so worthwhile and will make your marketing efforts far more productive.

Step #1

Think about who are your best clients, both currently and from the past. Next, make a list and grade them (using the traditional school grading system of A, B, C, D, and F) on the following criteria:

- Enjoy working with them
- They need help badly
- Feel working with you is essential
- Can be easily identified and contacted
- Will happily pay you without negotiating
- Will get great results and write testimonials
- Will tell others and refer clients to you

Step #2

Group all the A’s and B’s together and notice what they have in common. Think about what the biggest problems, obstacles and challenges that you can help them fix. What do they need right now to get out of their current situation and into a better one?

Step #3

Create a client profile so you know:

- Who they are
- What their issues tend to be
- What they need most right now
- Once you have completed this exercise to identify your client profile, you will be very clear on who is your target audience. Armed with this specific information, you now have the ability to go out and find them.

Your Client Attraction Assignment:

Carve time out of your busy schedule to identify your target audience. Go through all three steps carefully so you can discover who you can best serve and what they really need. This will help you create new products and programs that satisfy your ideal clients’ needs and make selling effortless.

Author's Bio: 

Fabienne Fredrickson is founder of, ranked on the Inc. 500/5000 List of America’s Fastest Growing Private Companies in 2011. is devoted to teaching entrepreneurs around the world how to consistently attract ideal, high-paying clients, put their marketing on autopilot, shift their mindset towards abundance and take a no-excuses approach to creating a highly successful and meaningful business, while working less. Through her workshops, courses, coaching programs, and products, Fabienne shows her students how to go from 5-figures to 6-figures in their business and then from 6-figures to 7-figures, while experiencing freedom and creating an abundant life they love.

To order Fabienne’s FREE Audio CD, “How to Attract All the Clients You Need” by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your income, visit