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Goal Achievement

How to Segment Your Clients

Hey goal achievers! Are you in a service-based business? If so, I highly recommend you take the time to segment your clients during your goal planning sessions.

My three-part formula for goal achievement includes reflecting, brainstorming and planning (you can read more about that here). And part of the reflection process is learning how to assess and segment your clients. 

By identifying the clients that are most in line with who you are and what you do, you can identify those that light you up, energize you and support your goals. These clients will not only be excited to work with you, but they’ll also be the ones that will get the most value from your services. 

It’s essential to use a system that doesn’t rely on emotion and goes beyond income or revenue value. To get started, use the sections below to evaluate each client:

1. Energy – does seeing this person on your calendar or call list excite you? 

If yes, add 1 point. 

2. Trust – does this client trust you as the expert and implement your recommendations with ease? Do you and the client get results working together? 

If yes to both, add 1 point. 

3. Business Development – does this person refer other potential clients to you? Does this person re-post and/or share your content? Is this person an advocate of your brand? 

If yes to any question, add 1 point. 

4. Relational or Transactional – does this client own multiple products or leverage multiple services? 

If yes, add 1 point. 

5. Longevity – do you see yourself serving this client for the long-haul? 

If yes, add 1 point. 

Now it’s time to review your results and assign each client a grade based on the total number of points. Use the scoring system below:

5 points = A+ 

4 points = A 

3 points = B

2 points = C

1 point or less = D

What percentage of your clients are A+ or A? 

What commonalities do you recognize across your A+ or A clients? 

Are they in the same industry or profession? 

Are there similarities in their lifestyle? 

Once you complete the client segmenting process, you might be wondering what to do with the results. 

The first step is to create a business development plan to attract more A and A+ clients. You can do this by understanding the similarities and then crafting intentional marketing or prospecting questions to use when attracting new clients or asking for referrals.

Long-term, focus on establishing your brand as an expert to your A and A+ clients. The more you understand, the better position you’ll be in to attract the clients that get the most value from your services and help you achieve your goals. 

And there you have it! I find this process to be extremely helpful at the end of the year during the goal planning process so now is a great time to get started. 

Until next time goal achievers, keep celebrating your weekly wins, learning from your lessons and identifying your priorities so you can consistently pursue progress in the direction of your goals.