“Where do I FIND clients?” is certainly one of the most asked questions in the VA industry.
The problem with this question is that if you do not know who you are looking for, it will be pretty difficult to find them.
It is the same as practising archery with your eyes closed or trying to hit a goal on the hockey field with a blindfold on. In both cases, not being able to see your target would make it extremely difficult to score.
This concept can easily be applied in your business, as well. Doing business without knowing WHO your clients (or “target market”) is and WHERE you can find them, will make it extremely frustrating and difficult to get clients for your business.
Let’s start with “What is a Target Market?”
Well, in the most basic terms, a target market is the group of people or clients that you want to work with.
It is people who may be interested in your particular service and who have common characteristics that set them apart as a group.
The term “target market” is then used because that market (group of potential clients) is the target at which you aim all your marketing efforts.
The reason you need to identify a target market is because it makes your plans for designing a pricing and marketing strategy more streamlined and effective. Because, the more you know about your target market, the more precisely you can develop these strategies and plans and it will become easier to attract clients.
For me, the easiest way to find a target market – those people you would like to work with, is to start “close to home”.
Start with yourself – assess your own interests, work style, and personality
…and then expand it step by step to include your ideal clients and their needs.
Ask yourself some basic questions such as
- What am I good at
- What do I enjoy doing
- What passions do I have that I haven’t explored yet
- What do I hate/dislike doing
- What of my services are profitable / not profitable
- What services are not requested often enough to keep them on my service list
By answering these questions, patterns might arise that can offer some clues about the services to focus on. Concentrate on the services you enjoy and which are profitable and cut the ones you dislike and/or do not provide enough profit.
Now, take a look at your ideal clients and answer the following questions
- Who do I want to work with? Lawyers, doctors, small businesses, home based business owners, small shops, entrepreneurs, internet marketers, real estate agents etc?
- What services do they need?
- What services can I provide to them?
- Why am I confident to provide these services to them?
- Is it a profitable market?
- Where are these ideal clients located?
- What is the best way to reach these clients?
Answering these questions will bring you a step closer to providing the services that you enjoy most, to the clients that you enjoy working with.
Then the only thing left is to develop a plan for getting your message in front of this group – your target market. Go out and get them.
PS: What are your thoughts on having a target market. Please share it with us in the comment box below.