Every market has a smaller number of ideal buyers as opposed to all buyers. Ideal buyers are:

• easier to sell,
• easier to serve,
• more profitable,
• generate more referrals, 
•  likely to become the best clients.

Focusing on the relative few prospects who will probably be high revenue generators allows you to concentrate your resources on this critical group. In practice this means investing your marketing budget in pursuing the potential customers who will generate the most revenue. Your investment per prospect is your total marketing budget divided by the number of ideal buyers.

Converting Best Buyers Into Customers

To convert best buyers into customers, you must target them consistently and ferociously. This is a five stage process in which you shift your prospect’s attitude to your favour.

1. I’ve never heard of this person.
2. Who is this person?
3.  I think I’ve heard of this person.
4. Yes! I’ve heard of this person.
5. I want to meet this person!

Remember, the best clients are the easiest and most profitable to service. They buy more, spend more, and refer more.  Ideal Customers Buy FasterIf you focus on your ideal customers’ needs, you automatically tailor your business to meet their needs.

Once you have satisfied the best buyers, you have qualified yourself in two important ways. First by following one of the four ways of growing your business (), you can sell them more. And second, by asking them for referrals you can acquire more clients like them—the best clients.The Value of Ideal Buyers

Let’s say you have 1000 prospects and a monthly marketing budget of $10,000. If you target all prospects, you can spend $10 per prospect. However, if you target the critical 10%, the ideal buyers, you can spend your $10,000 on only 100 prospects. How much more marketing can you do for $100 per prospect?

Once prospects become customers, the same considerations apply. How much better service can you provide if you focus on totally satisfying 200 ideal customers rather than simply serving 1000? Clearly it is easier and less expensive to understand and meet the needs of 200 ideal customers than to try the same thing with 1000.