Defining and mastering your Target Client Profile is vital to improving your sales and prospecting efforts. Most Managed Service Providers (MSPs) struggle with defining this core piece of your sales puzzle. Not necessarily because it's difficult to define, but rather they don't see the benefit in defining it. Those MSPs will often struggle with their marketing and prospecting efforts because they're casting a net that's too wide.
When that happens, they then spend time working with prospects that won't be a good fit for their MSP. You want your Target Client Profile to help narrow down what types of businesses you're looking to do business with.
This video breaks down what a Target Client Profile (TCP) is, the different criteria that you could use to define your TCP, and a couple of additional questions that come up when discussing Target Client Profile.
I also spend some time talking about picking a vertical to focus on which often yields fantastic results for your marketing and prospecting efforts.
Video Breakdown
02:31 - Defining Criteria
02:49 - Company Size
03:55 - Budget
04:41 - Location
05:40 - Vertical (part 1)
06:11 - Attitude
06:53 - Willingness to be Stack Compliant
09:20 - Determining Benchmarks for your Target Client Profile
10:18 - Handling Prospects that are a bad fit for your TCP
13:24 - Discussion around business maturity
15:35 - Verticals (part 2)
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Check out the companion blog post here: adamhannemann.com/target-clie...