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Marketing Mondays: Creating Your Dream List of Consulting Clients

By Michael Zipursky

Chet Holmes in his wonderful book The Ultimate Sales Machine teaches the methods he used to grow several businesses into multi-million dollar empires.

One of the most powerful concepts he shares is that of the Dream Client list.

In our coaching program for consultants this is one of the strategies that we often talk about.

Here’s how it works:

Get out a piece of paper or open up a spreadsheet.

Create the following columns: Company Name, Contact Name, Contact Details, Location, Industry, Size, Revenue, Website URL.

Don’t worry, you don’t need to fill this sheet in just yet. The idea is to use these categories to help you decide what kind of company would be your ideal client.

The idea is to use these categories to help you decide what kind of company would be your ideal client.

Given your experience, maybe it’s software companies located in the Chicago area, with up to 50 employees doing up to $40 Million in annual sales.

Now what, you ask?

Once you’ve established your criteria it’s time to start creating your list of companies to go after and make contact with.

You can do this by using the web and doing searches. Or you can use a list broker or company like SalesGenie to get all the information you need.

Once you have your list filled in, it’s time to put together your marketing campaign to get noticed, set a meeting, and win some business.

I recommend not having more than 100 or so companies on your list to start.

The value in having such a focused list of companies is that your marketing message and campaign can be focused on that type of company.

Plus, by deciding what type of client would be the most fun, rewarding and profitable to work with, you do yourself a great service by not wasting time chasing after business that isn’t your ideal.

Dream big. Make that list.

9 thoughts on “Marketing Mondays: Creating Your Dream List of Consulting Clients

  1. Stuart says:

    Wwow this is really great information thank you! I think this will help to guide me efforts and focus on right client types.

  2. Helen says:

    Great info, thanks!

  3. Roberto says:

    Very simple yet highly effective. Me likes!!

  4. Berry Zimmerman says:

    Creating an Ideal Client Profile is a great task that pays off by keeping you focused on your ideal client as Michael describes. Include both demographic information (location, size, title, industry, etc.) and psychographic information (culture, buying influences, emotional reasons to buy, etc.) in your list to help you focus on the best prospects.

    Be sure that your Dream Client is someone who you realistically can serve.

  5. Islam says:

    Very inspiring
    I will start now to list my dream list of clients
    they are not reach, they are not famous
    They just need me
    and I want to help them


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