🙏 The Power of Targeting Only the Best Client Prospects

Every business person or company needs great customers who translate into a successful, satisfying business.

However, if you ask the average Realtor, travel agency owner, graphic /web designer, or even a branding consultant about how much strategy and effort they use to get only the best clients, what response would you expect?

Likely, most don’t put enough thought and meticulous strategy into identifying and then positioning to reach those great clients. However, if you don’t, you get the ones you really don’t want.  Clearly, that’s not the way to build a winning business. Preparing, building and communicating patiently might be the winning way now.  Because there’s lots of poor clients waiting for you too.

The power of dreams isn’t frivolous.  It’s actually a powerful visualizing technique that’s part of the human mind. It helps build the best possible life for ourselves. Avoid your dreams and you pay a price.   And finding and choosing great clients doesn’t just generate better revenue outcomes, it also leads to an improved quality of life.  It’s good for you and good for them.

It’s the Same for Them

If you’re certain they’re the ideal client for you, it sends a strong message that you’re authentic, will be fully committed to them, and enjoy working with them. That should give them confidence and build preference.

Dream Clients are searching for their dream service provider – whether a travel agent, Realtor, software entrepreneur, or other professional.   Similarly, they should understand who their ideal provider is, and be sure they will capture the right outcomes. But great company leaders see things clearly from a confident, inspired and harmonious high-level view. They get above the noise for a better view and often make better decisions. Clarity improves their decision-making.

Service providers need to rise to this type of broad view of their challenge and how best to achieve success that leaves everyone feeling good and stronger. It’s well worth it to study a process to position yourself to reach dream clients and show you’re a great match.

I’ve had great clients, fantastic people to work with, and some very bright and ambitious too, and others not aggressive, confident, or ambitious enough. For the period of engagement, it was fine, but economies change, situations evolve, and they are a great client no more.  It’s a business thing and friendship won’t matter.  These things are difficult to foresee, but they are foreseeable if you are in the habit of analyzing for the long road ahead.  If you see problems with sustainability, commitment, confidence, and awareness (tunnel vision) then you can discuss them gently beforehand, so you know these issues I’ve just mentioned don’t befall the relationship.

Dream Clients = happy well matched partnership + reaching higher potential + higher earnings + sense of mission + continuously better results that give the power/earnings to do even more.

Dream Clients are the Essence of a Successful Business

The one thing all successful employees, freelancers, and businesses have is great customers, employers or clients. That’s what success is –  great customers or clients to serve. In business, you are your customers. They are your income source, brand, focus, and future.  And clients will evaluate you based on who you’ve worked for or have as clients now.

According to a study from Mark W. Schaefer, an internationally-acclaimed college educator, author, keynote speaker, and strategy consultant, 3 to 4 buyer personas usually account for over 90% of a company’s sales. Our best clients generate our revenue.

As Mark says in his videos/conferences, marketing is undergoing a big change. Customers don’t trust marketing anymore. The new reality is that we can’t push to clients anymore. We must let them find us and our messages, and then invite us to participate. He speaks of authenticity in communications and being human as the keys to winning in the new era. Check out his personal branding program and his book, Known.

As we venture into this topic, you’ll learn a repeatable, ever-improving process of understanding and focusing on the best clients possible.

You Deserve Fantastic Clients not Crappy Ones!

Raise your Standards. If you suffer through crappy, failing clients, the future can’t look all that good and you know it. It can drag you down emotionally and mentally and leave you weakened for your next venture.

Once you’ve had dream clients, you won’t want crappy ones again. It’s not just money. It’s about living well, making work fun, and having the lifestyle you want.  Money too, isn’t about bank accounts, it’s about them funding the performance they need and letting you learn, progress, and living a better life.

And it’s about working with people who’ll inspire and elevate you and make every second count. Otherwise, as you likely know, it’s friction, disappointment, and doubt every day.

The Real Value of Finding Your Dream Client

Your first task then is to establish clearly in your mind, and at a gut level, the total value of your ideal dream client. Visualize what that might look like. Read more on this online so the vision gets clearer.  When you find a client who truly fits—who believes in your work and potential, and shares your values—it changes everything. It’s not just easier business; it’s more joyful, creative, and fulfilling. It is life-changing and your professional life takes wing.

Here’s what that looks like:

1. Partnership That Flows with Ease

Dream clients already understand the value of marketing in growing their business. They trust your process, respect your time, and come ready to collaborate—so the relationship feels like a real partnership from the start.

💡What this means for you: You get to focus on meaningful, impactful work instead of constantly explaining or proving your worth.

2. Work That Truly Inspires You

When your clients align with your creative style, passions, and skills—whether that’s in travel, storytelling, strategy, or design—your work becomes more than a task. It becomes energizing and fun.

💡What this means for you: You stay inspired and creative because you’re doing work that reflects who you are and what you love.

3. Results You’re Proud to Share

When you do great work for someone who’s a great fit, the results speak for themselves. That turns into standout case studies, glowing testimonials, and heartfelt referrals.

💡 What this means for you: Your dream clients become advocates, helping you connect with others just like them—naturally and organically.

4. Sustainable Success, Not Burnout

Dream clients often become long-term collaborators. You grow together, and that stability gives you room to breathe, plan ahead, and thrive—without spreading yourself too thin.

💡 What this means for you: You build a business with a rhythm that supports your wellbeing—not one that drains you.

5. A Clear Path to Being Known and Trusted

Serving the right clients helps you naturally shape your voice, your services, and your niche. Over time, your work with them becomes a reflection of your true strengths—and that’s magnetic.

💡 What this means for you: You stop blending in. You become known for what you do best, to the people who value it most.

What Do Successful Dream Clients Bring to the Table?

The most rewarding client relationships are mutual. When your client is thriving in their business, their strengths uplift yours. Here’s what makes those clients truly special:

1. They Have Purpose and Clarity

These clients know who they are, what they’re building, and who they serve. Their sense of direction makes collaboration smooth and focused.

✅  How this supports you: You can create aligned, confident work that connects with their audience—and adds real value.

2. They Care About Growth, Not Just Getting Things Done

They’re not just checking boxes—they’re invested in meaningful progress. They see you as a trusted advisor, not just a vendor.

✅ How this supports you: Your ideas are welcomed. You get to shape strategy, not just execute tasks—and that’s where your value really shines.

3. They Know and Respect Their Audience

They’ve taken the time to understand their customers, their needs, and what matters to them. That clarity makes your job easier—and more effective.

✅ How this supports you: You create content that resonates, converts, and delivers results—without guesswork.

4.  They Communicate with Care and Consideration

They’re organized, thoughtful, and responsive. They give kind, constructive feedback and respect your time and energy.

✅ How this supports you: You feel trusted and supported—so your creativity flows, deadlines are clear, and the work stays enjoyable.

5. They’re Equipped for Impact

These clients have the systems, tools, and teams to turn marketing into real results. You’re part of something larger—and your work truly makes a difference.

✅ How this supports you: Your skills plug into a working system that brings momentum and purpose to your role.

6. They Celebrate Wins—and the People Behind Them

They recognize your effort and appreciate the value you bring. When things go well, they share the joy and give credit where it’s due.

✅ How this supports you: You feel seen, respected, and motivated. That kind of gratitude creates loyalty—and lasting relationships.

7. They Grow—and They Bring You With Them

Dream clients don’t stay still. As their business expands, so do your opportunities to grow with them—whether through bigger projects, higher-level roles, or deeper strategy work.

✅ How this supports you: You build not just a client list—but a career rooted in growth, impact, and aligned relationships.

Your 2025 Dream Client Acquisition Process

The process follows this path:

• understanding clearly and succinctly your purpose, mission, skills, value proposition and goals
• understanding the client persona you’re seeking (personality, values, vocabulary, preferences)
• developing your promotional content, content strategy, offer, and narrative
• engaging on social media on the topics your ideal client is obsessed with
• positioning content online, making it impactful, engaging and persuasive
• ensuring the key reason they need to contact you is expressed in a subtle but effective way (no sales)
• give them the next easy step they need to take

The 5 Steps of Your Dream Plan

Just to get oriented, let’s Map out a quick 5-Step Beginning Plan:

1. a brief summary of what you offer and what makes you unique
2. a brief statement of your target customer or dream client
3. how you’ll get in front of them
4. how you’ll convince them of your value and relevance
5. how you’ll make beautiful music together – you become their dream partner

When I created my dream clients previously in decades gone by, it was easy. There were few competitors.  And prospects had a unified view of the help they needed.  It was so simple. Complexity in options and objectives along with competition today is insane and the prospect’s view is fragmented.  Competition and communication noise is the number one problem you face.  Your content and profile must tame all the friction they feel — so they think you’re “the only provider for them.”

That’s why a plan and strategy are so vital – for reach, visibility, impact, engagement, and convincing them you have a powerful and sustainable solution and you’re a compelling person to work with. They will buy the brand called you.

Step 1: Define What you Offer

What is Your Personal Credo? (What You Stand For)

Write a short personal manifesto that reflects your values, intentions, and the kind of work and relationships you care about.

Take my situation as a marketing services provider.

—  I generate leads and sales by attracting high-quality targeted traffic and then strategically position my client’s brand and value proposition via epic content marketing pieces and strategy so their UVP is impactful, significant, engaging, and convincing, and they sell like crazy.

That’s a little long-winded, however it’s important to highlight traffic, engagement and revenue since these are client’s 3 biggest pain points in digital marketing.  And today, clients are too focused on the end sales goals and what’s supposed to work. Fact is, success needs a big, well-funded foundation today. It’s competitive out there.

Your Linkedin profile can convey a powerful message and your activities always perk up attention via Linkedin’s matching system.  Their system can generate excellent leads so make it a key part of your strategy.

Step 2: Describe your Dream Client

Build a Dream Client Snapshot

List the 3–5 traits of your ideal client—especially the emotional/intellectual cues:

• Believes in long-term value

• Treats partners with respect

• Passionate about their brand and mission

• Values creativity and depth

• Communicates clearly and kindly

Example: a pleasant, respectful, fun-oriented SMB Realtor or travel agency in the USA who understands the need to reach prospects and make them feel good, who needs broad visibility on Google and high-quality content marketing to engage and convince their prospects, and needs my analytical and determination skills.

Your ideal client may be in a number of industries in Florida, New York, California or Canada,  so you can break your ideal client down into let’s say 5 unique categories (e.g., real estate, professional services, software products, manufacturing, travel, finance) and of course their geo-location.

Build a list of 30 people or business owners you’d really enjoy working for.

Step 3: How Will I Get in Front of Them?

— use Google, Linkedin, Instagram, Facebook (and email) to position excellent, authoritative and engaging content in relation to their search for perspectives, insight, data, and solutions they believe will serve their needs.  Content is simply a demonstration of your work and performance capabilities posed in an engaging read or video.

Consider the power of video, if you can find a powerful, legitimate way to make it effective. Bad videos will hurt you.  Go Pro or don’t do it.  Videos done really well, can definitely impact. Look into how you might produce one single video on your budget, and place it on YouTube too and within your best, key content pieces and your about page. They’ll be visiting your about page.

They will never find me via topics I am interested in. They search for solutions and information using their own unique inquiry process, pain points and questions. Therefore, we must write and create content beginning with their problems and interests in mind. Find your best prospect and study them deeply. You’ll find out where they hang out so you can gently get on their radar, and look natural about it.

Step 4: How Will You Convince Them?

Create Trust-Rich Content

Build a small content ecosystem that doesn’t “sell” you—but shows who you are through helpfulness and insight. Design it to start conversations, rather than to sell something.

• 1 case study written as a story (transformation-focused, not metrics-first)

• 2 educational blog posts or LinkedIn articles (e.g. “What are the key travel business trends in 2025?” or “Why Authentic Storytelling Beats Trend-Chasing”)

• 1 video or post about your process or values

• Ongoing short-form social posts with tips, lessons learned, or client shout-outs

—  By blogging and posting unique perspectives with authoritative yet friendly insight into topics they believe are relevant and timely in their industry, and which makes an emotional impact to create one single emotion that makes them focus on me and my solution.

Convincing means bringing their beliefs into a new alignment and dissolving their fears. Because they don’t act until they feel good about it. Use good stories of past accomplishments, problems encountered and surmounted, and applaud your previous clients. Show how you’re ready to grow, learn and produce more for them.

Step 5: How Will You Make Beautiful Music Together?

—  Show them how your work together will grow and sustain itself to create a feeling that results only improve in the years ahead — continuous productivity and value.  Reiterate why your dream business partnership will work and how you will appreciate and help them get where they’re going.

Deal with post-purchase anxiety (cognitive dissonance now.   You’ve got to allay their post-purchase anxiety before they get to that stage.  Just before we push the buy button, we have that fear element that pauses us.  We visualize what will happen after we buy.  You need to iron out those wrinkles now, by understanding your weaknesses and what their lack of confidence is. It usually stems from their lack of confidence, perhaps even self-esteem issues, and confusion about their company’s brand and competitiveness. Boost their self-esteem wherever you can.

You’ve convinced them, but at their zero moment of decision, you must crystalize a clear and fulfilling vision. Find some way to get the vision laser clear. Do some creative brainstorming, perhaps review their top competitor and what they’re doing successfully, and allude to them.

What I discovered previously is that BIG VISIBILITY gets their attention and is absolutely necessary. Ranking high on Google is prestigious, gets you in front of your ideal audience, and gives you a chance.  Google’s reach through search and YouTube’s user base is massive — it helps with credibility. Google still generates the lion’s share of useful online traffic.

They’ll Talk to You When They Know You

So you’re thinking, how do you reach and connect with your dream client if they won’t talk with you?  You have to let them find you, and discover your authentic message of how relevant and valuable you are (your EPIC online content demonstrating your skills, knowledge, energy and commitment).

Did you know your marketing content determines which clients or customers you get? So does your choice of topics, words, phrases, characters, stories, tone of voice and your professional narrative. That’s why you must do your research to discover enough about them to build that content pathway to their deepest gaps and dreams, and then slowly build a pleasant relationship with them. Read their online copy, interviews, etc., collect a lot of it, and feed that document into ChatGPT, asking it to describe the profile of the writer.

Right Now, You’re Unknown and Irrelevant

It’s almost certain, at this point, they believe you’re irrelevant to their goals, values, lifestyle, processes, and how they want to solve their business pains. Their vision might be someone much different than you. You should understand their likely ideal vision (let’s say it’s a slick ad agency, MBA, Influencer, or popular travel agency) and then your content would have built-in elements to show you’re a better provider, perhaps through knowledge, versatility, authority, experience, and recent accomplishments.

Create your awareness campaign and publishing schedule, to reveal authenticity, keen comprehension, creative skill, and ability to inspire and make people feel good.

What Dream Clients Need

• ideal clients have specific opportunities/gaps that you can fulfill
• dream clients need your specific skills, attitude, and experience
• dream clients need your leadership
• dream clients will appreciate you more and thus will be sustainable clients
• dream clients want reliable providers/partners — and you’ll be able to cut down on your new client prospecting efforts
• dream clients know you aren’t the recognized greatest, but they know they will turn you into the greatest — they’re confident they can turn their partners into market leaders
• they need more money, enjoy more time and freedom, and to be happier
• they need confidence, focus, and support

You Must Maintain 100% Responsibility for the Relationship

Client management is a big task that we too often neglect. But as your client goes, so goes you. You have to take care of your precious dream client and show them you care and are prepared for emergencies and twists and turns that often lead to ended business.

Be aware of who they’re working with and speaking to, because those people can skew their views of you and your work.

To do this, you might have to get pushy and assertive with questions, to discover big threats impending and opportunities ahead. As an example, often, I kept out of clients’ business and financial affairs (not my business) and didn’t pry. However, money is an issue.  Poor funding is the number one cause of business relationship failure.  The ideal customer’s preference in content strategy, sales strategy, value proposition, and offers might not work for you.

Another client of mine, a successful partnership worked for years, but he was stubborn about qualifying new clients we’d work with. He kept taking in “walk ins” in industries we had no experience in.  He signed some big contracts, and I got to work hard on projects I had little expertise in, and had to start from scratch. This eventually ended the relationship.

Look for signs that reveal their views on marketing funding, marketing channels, freedom, autonomy, flexibility and more will determine whether you can perform. Do they truly respect what you do?  They should be open to your views on how you achieve maximum performance and stay motivated to contribute. If they don’t care, then obviously, they don’t see you as vital to their business. You always want to be a vital asset.

10 More Questions to Ask to Identify Your Dream Clients

Back to analyzing who are your dream clients. Think deep:

1. who have you enjoyed working with in the past and why was it so enjoyable?
2. what do they talk about most on their blogs and Facebook page?
3. what is their biggest problems and complaints?
4. what topics, keywords, and values do they mention?
5. what is their idea of heaven?
6. who are they working with right now?
7. are they going anywhere or are they spinning their wheels? Why?
8. who do they talk about and link out to on their website?
9. how do they talk and what events do they attend?
10. what is the opportunity gap in markets, content, and visbility they could enjoy?

Wise Planning for Your Dream Client Meeting

When your ideal client invites you for an in-person a meeting, things get real. This is where it’s all about them and how you’ll make a difference. I like what I read in an article by Mike O’Horo about the preparation time for a dream client being months or years.

With all that prep for research, website development,  published materials, and content marketing, your next stop is a meeting with them.

Here are some pointed questions to ask to create your meeting presentation:

The Key Objective in Creating your Dream Client – One Single Emotion

Your content strategy matches you up with the emotion they feel about the issue and lays out the connections or path they need to take.

As they engage in your content and conversations with you, they build a variety of emotions which are digested to become  one single emotion about you.  People need to simplify, clarify and build intent. And that’s when your dream client contacts you.  And they feel powerful that they found you and that it was their decision.

It’s a major task to position and market yourself in this way, and takes a good deal of patience and determination.  Yet, having a clear, powerful plan and mission helps you accelerate and get your desired results — your dream client.

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