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November 26, 2010 at 07:00 PM
Step No. 1: Develop an ideal client profile. Determine the quantitative and qualitative characteristics of your “A” clients and write them down. Quantitative characteristics include net worth, investable assets, income, occupation, age and family situation. Qualitative characteristics include attitude toward professional advice, general personality, risk tolerance and lifestyle.
Every profile is somewhat different. You might like working with small-business owners or maybe with high-level executives in large companies. When you are only working with people who fit your profile, your clients experience the value you bring to the relationship, and they’re more likely to give you referrals to people like themselves.
Finding out who your A clients are is a worthwhile exercise. Write your profile down to share with certain clients and centers of influence. I’ve found showing people your ICP is much more effective than just telling them.
Step No. 2: Determine who you want to interview. You’ll want to interview your A clients to find out what they value in your relationship. But before you start these interviews, determine who would make the best interviewee. It’s best to select clients who are fairly “open” in their style of communication.
From your list of A clients, identify the most open, networked and socially active as well as your A clients who just plain love you. These are your best interview candidates.
