When starting a business, entrepreneurs adopt an ‘all-comers welcome’ approach, driven by a mix of excitement and the need to establish themselves. 

This phase, while rich in learning experiences, comes with a downside. Without a clear focus, they risk spreading themselves too thin, leading to burnout and a feeling of being stuck in place.

However, amidst this hustle, many overlook a crucial aspect: the importance of finding their ideal client. 

Identifying clients that align with their values and goals isn’t just about streamlining work; it’s about building a sustainable, fulfilling business. The right clients can reignite an entrepreneur’s passion and drive, marking a shift from merely running a business to strategically growing one in line with their vision.

In this article, we’ll go over essential strategies for how you can figure out who your ideal customer is. But first, let’s break down what an ideal customer is.

What is an Ideal Customer

Businesses are here to fix problems for their customers. Think of your ideal client as the kind of person your business is really meant to help.

The word “ideal” might sound like it means a perfect, dream-like customer. But let’s be real: perfect customers, like unicorns, don’t exist. Your ideal client is someone who really fits what your business offers. For instance, you wouldn’t sell ice to an eskimo. It’s important to have a clear picture of who this ideal client is. This way, you can spot the right customers easily and give them great service once they choose your business.

When looking for your ideal client, remember, you’re not trying to find someone perfect. Your ads and marketing shouldn’t make it sound like you’re looking for flawlessness. The people you’ll work with are real – they have their quirks and aren’t always perfect. But that’s okay. They are the right people for your business, and that’s what matters.

The Importance of Finding Your Ideal Customer

Did you know 1 out of 5 businesses shut down in the first 18 months? That’s pretty worrying.

A big reason for this is that many businesses don’t really know who they should be selling to. It’s important to figure out who your potential customers are. This helps you make plans for how to market and sell to them, and how to give them what they need.

Next, think about the problem your business solves and what your ideal customer really likes about what you do. When you get who your ideal customer is – their personality, problems, and what they value – you can start showing your business to them.

Make Doing Business Easy For Your Customers

Simplifying things for both you and your customers is crucial. To ensure success, streamline how you handle your clients, known as your clientflow. This encompasses all the work you do behind the scenes, how clients discover your services, the sign-up process, and the way they receive your service.

In essence, every part of your clientflow, from planning your business to the purchasing process, should aim to address the needs of your ideal customer, while also making your tasks straightforward. When you nail this process, you can then concentrate on attracting the type of customers that are best suited for your business.

Know Who Isn’t Your Target Audience

To know what you want, you often need to know what you don’t want. The same goes for when you’re trying to figure out your target audience. This will save you hours of sales calls and emails going nowhere. 

The best part? As you get to know your ideal customer better, you can easily spot customers who you shouldn’t work with. 

Take this moment to pinpoint exactly who you should steer clear of. Some clients might not suit your offerings due to the nature of their projects, their budget constraints, or even specific personality quirks. Acknowledging this is your stepping stone towards attracting those ideal, premium clients you’re eager to work with. Here are a couple of steps to aid you in this process:

  1. Reflect on past clients who didn’t fit well and analyze why the relationship didn’t work out.
  2. Identify early warning signs, absolute no-gos, and things that are deal-breakers based on your experience.

Focus on Attracting the Right Clients for Your Business

Now that we’ve decided who we don’t want to work with, it’s time to think about the kind of clients we do want. What kind of money are they ready to spend? What are their likes and their current situation? We need to make sure they are the clients who need what our business offers. Then we can make a profile of our ideal client.

To bring in clients that fit really well with what we do, we need to get specific and find our special area. Here are some questions to help you figure out who your ideal client is:

  • How much are they planning to spend on what they need?
  • Where do they live and what’s their job like?
  • What do they do for fun?
  • How do they like to spend their free time?
  • What important things do they believe in that you also believe in?
  • Are you focusing on a certain part of your industry?
  • What’s their life story and how do they usually decide to buy something?

These questions help you understand the kind of clients you should be trying to reach with your marketing.

Understanding Your Ideal Client’s Struggles

To really help your customers and attract new ones, you need to get what troubles your ideal client and how you can help with those issues.

Your business and what it offers are the answers to their struggles. By getting their perspective, you can provide services that your dream clients will really want to buy. Your services become the solution to their biggest issues.

This approach is the best way to serve your clients better than your competitors. By putting yourself in their shoes and fixing the exact problems they have, you’ll not only make them happy customers but also get them to recommend your business to others. This creates a steady stream of new clients coming in through referrals. To make your services just right for your ideal clients, think about these questions:

  • What are the main problems my ideal clients have that I can solve?
  • What do these problems look like in their daily life? Try to describe these issues in detail.
  • How does what my business offers fix these problems?

Knowing Your Ideal Client’s Values and Wishes

Every client who reaches out to you is looking for something specific and values certain aspects of your service.

The more you try to understand your ideal client’s situation, the clearer you’ll see who they are.Be curious about how your ideal clients think and feel. Keep working to understand how their personalities, challenges, and desires might change as time goes on.

Creating an Ideal Client Profile in 4 Simple Steps

  • Figure out who isn’t your ideal client. Before you focus on who you want, be clear about who isn’t a good fit for your business. This helps in understanding who you actually want to attract.
  • Decide who you want to attract. Knowing who you don’t want makes it easier to identify who you do want. Who’s your target group? What do the facts say about them and what they value?
  • Understand your ideal client’s problems. Your business is there to fix your customers’ issues. What challenges does your ideal client have, and how does your business solve them?
  • Know your ideal client’s values and wishes. To really help your customers and make sales, find out what they value and what they’re looking for from you.


Finding your ideal customer is a journey that shapes the very heart of your business. It’s about understanding not only who you serve, but also who you don’t. By recognizing the problems, values, and desires of your ideal clients, you can tailor your offerings to meet their specific needs, thereby enhancing your service and increasing your appeal. This process is fundamental to not just attracting any customer, but the right customer – those who resonate with what you offer and who will become loyal advocates for your brand. As you refine your client profile, remember this is an evolving process, adapting as your business and market change. The key is to remain attentive, empathetic, and committed to understanding and serving your ideal clients, ensuring a mutually beneficial relationship and a thriving business.