You can't just wing it. You need a strategy and it all starts with your client avatar.

So What's a Client Avatar?

Think of it as your ideal customer profile that breaks down the commonalities and attributes of your best buyers. The buyers or clients that are easiest to service, complain the least, easiest to on-board and pay you the most. Your client avatar is not just what companies to target, it goes deeper into understanding the buyers at those companies and understanding their pain points, problems, and desires.

For example when I was the CEO of Order Solutions which was a restaurant call center company for the world’s largest restaurant chians. I could have targeted all of the large chains. But I realized we could grow our revenue by double by simply looking at who the best clients were looking at their commonalities and then going after more companies like them compared to trying to be everything to everyone. So I niched down our client avatar down to the top nations top 500 largest restaurant chains that used OLO for online ordering platform. Because those companies were the fastest and easiest to on-board, paid us the most money, easiest to satisfy, and churned the least. That was our best buyer criteria.

But enough about me. Let’s help you build your client avatar right now.

How to Build Your Client Avatar:

Step 1: Break Down Your Demographics:

If you look at your best buyers or the companies you really want, what commonalities do they share? So for example how many employees do they have? What industry are they in? Where are they based? What revenue range do they do? How many locations do they have? What technologies or other products do they use?

Step 2: Break Down Your Psychographics:

So why do these companies choose to work with you? What pain points do these companies face? Which roles within these companies are influential, champions, or decision makers in buying your product or service? Think about your clients now and who the buyer was within these companies?

What is the buyers’ goal and results they were looking to achieve with your solution?

Step 3: List Off Your Dream Clients:

There are certain companies that are in your niche that you know that if you land them they are the big domino and getting other clients will be easier. It gives you the ability to name drop. For me at Order Solutions it became much easier to get clients when we said we worked with Denny’s and Famous Dave’s. They don’t necessarily need to be big companies, these could be the local companies in your town that everyone knows but when you land one it gives you massive social proof.

Step 4: What Do Your Best Buyers Want:

Reflect on your best clients. Who pulled the trigger? What role were they in and what made them choose to work with you?

Step 5: Where Are They ?:

This is about figuring out where your dream clients congregate and finding ways to reach them online or in person. Where does their attention go and how can you get in front of them. This might be LinkedIn, podcasts, certain conferences, certain magazines or online publications in your space.

Step 6: Ask Your Clients:

Set up meetings with your happy clients and ask them what their motivations were to work with you, what their top, pain points were, and what they desired most from working with you.

Step 7: Craft an Avatar:

Combine all your findings to create a fictional yet detailed avatar. Even if it’s a fictional company, write out a bio on who the buyers are, what they want, put it in google docs for your entire team to see.

Now here are some bonus pro tips. In B2B, executives often move from one company to another within the same industry. So look at your clients LinkedIn profiles and see where they used to work and have them make an intro to their previous company.

Now one last thing you’re probably wondering how to do this if you’re starting a brand new company?

The best place to start is to pick an industry you know. This is why a lot of VC’s prefer to back founders with industry experience. Nail a niche then expand.

By building out your client avatar you’re no longer spraying and praying, you’re now laser focused on your best buyers.

Now if you want more help, and you want to go deeper and get step by step instructions on how to build out your client avatar.

I have a free workbook that can help you. It’s free and my gift to you. You get free instant access to it by clicking the link below or by clicking the link in my bio for access. ">

We've all been there, hoping for that occasional client referral or a potential client miraculously knocking on our door. But here’s the unfortunate truth? This "hope marketing" won’t scale your company and it won’t lead you to generating predictable revenue or grow your company consistently.

You can't just wing it. You need a strategy and it all starts with your client avatar.

So What's a Client Avatar?

Think of it as your ideal customer profile that breaks down the commonalities and attributes of your best buyers. The buyers or clients that are easiest to service, complain the least, easiest to on-board and pay you the most. Your client avatar is not just what companies to target, it goes deeper into understanding the buyers at those companies and understanding their pain points, problems, and desires.

For example when I was the CEO of Order Solutions which was a restaurant call center company for the world’s largest restaurant chians. I could have targeted all of the large chains. But I realized we could grow our revenue by double by simply looking at who the best clients were looking at their commonalities and then going after more companies like them compared to trying to be everything to everyone. So I niched down our client avatar down to the top nations top 500 largest restaurant chains that used OLO for online ordering platform. Because those companies were the fastest and easiest to on-board, paid us the most money, easiest to satisfy, and churned the least. That was our best buyer criteria.

But enough about me. Let’s help you build your client avatar right now.

How to Build Your Client Avatar:

Step 1: Break Down Your Demographics:

If you look at your best buyers or the companies you really want, what commonalities do they share? So for example how many employees do they have? What industry are they in? Where are they based? What revenue range do they do? How many locations do they have? What technologies or other products do they use?

Step 2: Break Down Your Psychographics:

So why do these companies choose to work with you? What pain points do these companies face? Which roles within these companies are influential, champions, or decision makers in buying your product or service? Think about your clients now and who the buyer was within these companies?

What is the buyers’ goal and results they were looking to achieve with your solution?

Step 3: List Off Your Dream Clients:

There are certain companies that are in your niche that you know that if you land them they are the big domino and getting other clients will be easier. It gives you the ability to name drop. For me at Order Solutions it became much easier to get clients when we said we worked with Denny’s and Famous Dave’s. They don’t necessarily need to be big companies, these could be the local companies in your town that everyone knows but when you land one it gives you massive social proof.

Step 4: What Do Your Best Buyers Want:

Reflect on your best clients. Who pulled the trigger? What role were they in and what made them choose to work with you?

Step 5: Where Are They ?:

This is about figuring out where your dream clients congregate and finding ways to reach them online or in person. Where does their attention go and how can you get in front of them. This might be LinkedIn, podcasts, certain conferences, certain magazines or online publications in your space.

Step 6: Ask Your Clients:

Set up meetings with your happy clients and ask them what their motivations were to work with you, what their top, pain points were, and what they desired most from working with you.

Step 7: Craft an Avatar:

Combine all your findings to create a fictional yet detailed avatar. Even if it’s a fictional company, write out a bio on who the buyers are, what they want, put it in google docs for your entire team to see.

Now here are some bonus pro tips. In B2B, executives often move from one company to another within the same industry. So look at your clients LinkedIn profiles and see where they used to work and have them make an intro to their previous company.

Now one last thing you’re probably wondering how to do this if you’re starting a brand new company?

The best place to start is to pick an industry you know. This is why a lot of VC’s prefer to back founders with industry experience. Nail a niche then expand.

By building out your client avatar you’re no longer spraying and praying, you’re now laser focused on your best buyers.

Now if you want more help, and you want to go deeper and get step by step instructions on how to build out your client avatar.

I have a free workbook that can help you. It’s free and my gift to you. You get free instant access to it by clicking the link below or by clicking the link in my bio for access.