Build a Client Profile

4 minutes to read

If you’re a consultant, chances are you've felt it.

You're putting yourself out there, marketing your services, and yet you're stuck with clients who drain your energy, haggle over prices, or simply don't see the full value of what you bring.

Why does this happen?

Because most consultants try to appeal to everyone.

And when you try to attract everyone, you end up attracting no one.

The result? Generic messaging that lures in tire kickers instead of serious buyers. And even if you do land a few clients, they’re often not the right fit.

But there’s a better way.

The Power of Knowing Your Ideal Client

Instead of casting a wide net, you need to get laser-focused on who your ideal client really is.

When you know them inside and out, you can shape your entire consulting business around their needs, making your work easier, more profitable, and way more fulfilling.

Here’s how to do it:

1. Survey Your Clients

Start with who you already work with.

Ask your current clients the right questions:

• Demographics: Industry, role, revenue, company size.
• Goals & Needs: Why did they choose your services? What problems are they trying to solve?

You can gather this info through surveys or one-on-one conversations.

2. Identify Your Best Clients

Not all clients are created equal.

Look at your roster and pinpoint the top 20%: the ones you love working with and who bring in the most revenue.

Forget the rest for now.

3. Find the Common Traits

Analyze your best clients and look for patterns.

Do they work in the same industry? Share similar pain points? Have comparable goals?

Write these down; this is the foundation of your ideal client profile.

4. Refine Your Marketing & Sales

Now that you know who your ideal client is, it's time to adjust your approach:

• Update your messaging to speak directly to them.
• Stop chasing everyone and focus only on those who fit the profile.
• Target the right marketing channels where your ideal clients actually hang out.
• Align your sales process with how they prefer to buy.

When you do this, everything clicks into place.

Why It Works

Here's the deal:

When you work with the right clients, you make more money without doing more work.

Why? Because ideal clients value what you offer, and they’re willing to pay a premium for it.

Let’s put it into perspective.

Imagine you’re an L&D consultant who helps companies reduce technical sales onboarding time by 30-50%.

• Client A saves $10k per month in ramp-up costs. Great.
• Client B saves $100k per month. Game-changing.

Same expertise, vastly different impact.

And guess what? You can and should charge Client B a lot more.

When you focus on the right clients, you unlock higher value, greater profits, and better relationships.

What If You Don’t Have Clients Yet?

No clients? No problem.

Here’s what you can do:

• Start with an industry you know: your past jobs, networks, or experiences.
• Look for a niche where you have insider knowledge or a competitive advantage.
• Narrow it down to a small, specific group you can help the most.

Serve that niche first, collect data, and refine as you go.

Growth comes from starting small and expanding strategically; not trying to serve everyone from day one.

The Bottom Line

Defining your ideal client is a game-changer for your consulting business.

When you get clear on who you serve best, you can:

• Attract higher-quality leads with targeted messaging.
• Increase conversions by focusing on perfect-fit clients.
• Charge premium prices based on the true value you provide.
• Scale your business with confidence and clarity.

Stop trying to be everything to everyone.

Instead, zero in on your ideal client and watch your business thrive.