2. Defining your Ideal Client Avatar

What is the profile of the ideal client in your market for you and your business?

Avoid falling into the trap where every business who employs a certain profile of candidate is the ideal client. If your definition starts with “any business who…” then you are going to find it difficult to stand out in your market.

When you define your ideal client, you can then become their ideal recruiter. What you create for them, what you do and how you behave will make it easy for them to say yes to working with you.

Your ideal client avatar [ICA] is exactly that. If you’re accidentally defining a suspect (“anyone who employs X” or “any business that makes Z”) as your ICA you’ve missed the mark.

You can still do business with those who aren’t an exact match. A filled job is a filled job, if it’s in your niche or your space then go for it.

However, when you know your sweet spot, the profile of business that you know you can deliver exceptional results and who will value what you do and pay for it, you can build a sales and marketing plan to find, engage and win their business.


Download the Defining my Ideal Client Avatar Worksheet and spend some time focusing on the following:

  • What is the profile of the business?
  • What is their size and footprint?
  • What phase is the business in? What are their growth plans?
  • What are the biggest challenges they face to hit their goals?
  • What is their current supply chain for recruitment?
  • Who are the key decision-makers to build relationships with?