One of the primary reasons clients don’t refer more often is that they don’t know who you are looking for. And if you are not clear on your ideal client, potential referral sources cannot be clear on it. Here are a few ideas on how you can clarify who your target client is:
- Segment your clients and determine who is in the top category
- Solicit client feedback through a survey or a client advisory board to find out who you provide the most value to
Develop a client persona, a detailed description of a hypothetical ideal client.