Your best clients - do you really know them?

Today, I want to talk about something that could transform your business: knowing who your best clients are.

Not the average ones. Not the bread and butter ones.

Your best clients.

Why This Matters

Not all clients are created equal.

Your best clients don’t just bring in the most revenue but they align with your values, are great to work with, and often lead to more referrals and opportunities.

So, here’s the question:

Do you know exactly who they are, what makes them tick, and crucially how they found you?

Where to Start?

The first step is to build a clear picture of your top clients. Not just their industry or revenue, but:

• What challenges led them to you? (What problem were they trying to solve?)
• What do they value most about working with you? (Speed? Expertise? Results?)
• Where did they come from? (Referral, LinkedIn, networking, SEO?)
• How did they first engage with you? (Free call? Content? Recommendation?)

A simple way to do this:

? List your top 10 clients. ? Write down what they have in common. ? Track how they originally found you.

Pattern recognition is key. You’ll likely see that most of your best clients come from just one or two sources.

Once you know how they found you, you can double down on what’s working and attract more clients like them.

Then What?

Once you’ve got these insights, put them to work:

? Refine your messaging – Speak directly to the problems and needs of your best clients.

? Double down on the best acquisition channels – Stop wasting time on tactics that don’t work.

? Strengthen your referral system – If referrals bring in your best clients, create a process that encourages more.

A Real Example

Just yesterday, I was in a kickoff meeting for a 90-day plan with a new client.

We started by identifying their best existing clients: who they are, where they came from, and why they were such a great fit.

From there, we built a highly targeted prospect list of businesses they’d love to work with.

This meant no more broad, generic marketing. Instead, we focused only on high-value potential clients that matched their best ones.

If your business would look radically different with just 5 or 10 more ideal clients, this approach could work for you too.

How to Make it Happen For You

Here’s your step by step guide to applying this today:

1?? Analyse – List your 10 best clients and look for common traits.

2?? Identify – Track where each one came from. Was it referrals? A specific marketing campaign? A networking event?

3?? Prioritise – Focus your time, money, and energy on those high-value sources.

4?? Optimise – If referrals work, strengthen your referral system. If networking works, be strategic about where you show up.

5?? Test & Track – Keep refining. Run mini-experiments to see what works best, then scale up.'

Do the hard work that makes selling easy. Most people don’t.

If you’re ready to apply this to your business and start attracting more of the right clients, let’s talk. Click here to book a strategy call with me.