Every small business owner on the planet will agree that finding qualified new leads and making sales is one of their top challenges.

One of the most prevalent mistakes, regardless of industry, that I see women making is they put money, time and effort into creating products, courses and content creation before they’ve clearly identified their market. 

As a result, they end up with less leads, or leads that don’t need or want what they offer.

A lack of clarity on your ideal client is what contributes to women business owners struggling to earn a profit on their time, energy and offers.

Before creating anything else this this quarter, take a moment to understand who your ideal client actually is.

Identifying your ideal client is similar to goal setting. The better you are at it, the more likely you’ll succeed.

Start by scheduling time today to get laser focused on your ideal client – regardless of what stage you’re at in business. It will help you tremendously! 

In fact, the more specific and laser focused you are, the easier the rest of your sales, acquisition and retention processes are.  You’ll finally speak their language and be able to support their journey from where they are today – to where they want to be as a result of what you do.

Ditch the perception that your perfect client is a predetermined range of titles, a particular demographic or a market segment.

The perfect client is someone who needs exactly what you’re offering, in the time frame you can deliver it in and has the budget (i.e understands your value proposition) to move forward.


Here are 3 steps we take to keep us on track: 


1) We Look Inward. 

If we don’t understand our business, our goals or what value we bring to the marketplace, how can we expect anyone else to?

What I realized a while back was that I didn’t need to be all things to all people.  If I focused on my strengths, what differentiated me from someone else and what fueled my passions, I would have the right offer for the right people who needed it.


You have to be excited about what you’re offering and understand your clients situational mindset whenever possible. What are they faced with, what are they struggling with, what is it that they don’t even see or know that is keeping them stuck where they are?

A good rule of thumb is use the service you offer.  Follow the system and strategy so that you can create predictable results.


2) – We look at the worst and best of our past and current clients.

Ok, let’s be honest.  Working with the wrong client is agony but working with the right client is bliss.  The ones who do the work,  show up, and follow direction.  The ones who don’t try to change terms of a contract, read the contract to begin with and follow the contract are gold.  The ones who want to do the work because their committed to the results they really want. The ones who pay you on time…these are the people who value themselves enough to be successful.

These are the clients you want more of!  To get more of these ‘golden clients’ it’s actually really simple.


We specifically take time to reflect on the client interactions we’ve had, the quality of the relationship and the perceived value (from their perspective) that gets delivered.


We look for common traits and similarities. If we’re stuck, we reach out and interview the end users to gather information.


This helps us understand who we work best with and then we target that market with genuine connection.

We start with our perceived ‘worst’ client and then compare them to our ‘best’ client.

For example, our ‘worst’ client was a woman who thought she could bust into the online world and instantly generate a 7 figure profit without testing her market, knowing her audience or proving her concept.


Despite training, coaching and delivering real market research to her, among the other services we were providing, she believed her product and services were far superior to anything else out there on the market – and wouldn’t listen to the data.

Our best client however, had a proven concept, knew that she could deliver it in a small setting of clients and was willing to test and tweak until she understood the foundational principles that would help her business soar.


She put the time into understanding who her ideal client was, learned what they were missing, thinking and feeling before her ideal even realized they had a problem. We then helped her align that stage with how she helped that person get the outcome they really wanted.  


Once she had prove her concept on a larger scale, she was able to start generating solid content that spoke to her ideal client.  In turn this reduced the hours and energy she was spending in content creation mode and allowed her to zero in on qualified leads.

The result – she got sales and created momentum.  She valued our honesty, feedback and data that we brought to her to make clear decisions on her value proposition.

The results, demeanour, relationship and connection we had with her was delightful and energizing! 

After understanding the difference between a ‘good’ client and ‘bad’ client, we could map our company’s top goals, vision, priorities and direction.  This helped us filter out the “not worth it” from the “almost perfects”and generate more qualified leads.


3) We build our brand, our messaging and our approach to target the client we’ve identified in the last step. Once you’re clear on your ideal client and you understand their thoughts, feelings, struggles, blindspots, goals and desires, you then aim to fulfill their needs.

That means, every Facebook post, Facebook ad, LinkedIn search, LinkedIn ad, LinkedIn post, every ClickFunnel, every blog post and everything else we do is aimed at the ideal client that was awesome to work with rather than a more general audience.


That’s it.


Give it a try and let us know what key elements you identify as important markers to find more ‘best’ or ‘ideal’ clients to increase your leads and grow your business today!


Andrea Carter

Andrea Carter

CEO & Founder of Wealthy Woman Warrior™

Andrea created her proprietary mindset training, Power To Thrive™ over 15 years ago. She now infuses it with business development and professional development training so women can reach their goals quickly and easily without burning out.

Andrea Carter is on a mission to empower 1 million women to ignite their professional potential by 2025.  She believes that through training, collaboration and proven habits all women can succeed.

Check out her TedX Talk on the Pivot To Gender Parity Today!

By the way, if you liked this article, you might want to check out the 8 hour a week time hack I like to give all my Women Business Owners!

I reveal 3 specific time hacks that powerfully change your priorities and refocus your energy on profit generating tasks:

Connection Hack #1 – You’ve gone to a networking event, industry event or have met new potential clients, leads or strategic partners… save time with this instant solution.

Show Up Hack #2 – Someone’s booked time on your schedule, how do you ensure that 90% of appointments happen?  This hack is insane for productivity!
Phone Tag Hack #3 – Stop having to chase leads, partnerships or clients after leaving a voice mail – use this for awesome seamless relationship building!

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