Who Are Your Dream Clients?

Let’s talk about dream-fit clients, shall we?  When you run your own coaching or service-based business, you get to CHOOSE who you get to work with.  I’ll never forget the day when I realized that as someone who offers a high-touch, premium service, I can focus on the QUALITY of people I help, rather than the QUANTITY or VOLUME of people.  This gave me permission to truly understand who I’m meant to serve in this business, and what is most important in a coach-client relationship.  Once you nail who your dream clients are and how to market and sell in a way that attracts them, you’ll feel the difference between drained and burned out, and feeling energized and fulfilled by your work.  

In this blog post, I’m sharing with you the most important components to know about your dream clients – so you can stop feeling overwhelmed with trying to please everyone or get caught up in details that ultimately don't matter.  

I’ll also share with you some action steps to help you to turn your version of a “dream client” from an idea in your head into real relationships with real people.  

1. Your dream clients have a problem that you can solve.  

The most important component to know about your dream clients is that they have a specific dream/desire/goal but something is getting in the way of achieving it. 

What is their BIGGEST challenge when it comes to achieving the dream that you can help with? 

Your business exists to serve your clients, and your products and services exist to solve their problems.  This helps to narrow your focus so you’re not being all things to all people, but helps you to be known for helping a target group of people get specific results.  

Now, there are ideal client avatars exercises that get really detailed about demographics, hobbies, and preferences – like what magazines they read, shoes they wear, or brunch foods they consume.  The purpose of these exercises are less about niching and more about copywriting so you have a specific type of person in mind when you’re writing your content.  

But what if someone comes to you and doesn’t look like the “ideal client avatar” you created in your head?  REAL ideal clients rarely look like the avatar you had in mind, but they WILL have the challenge that you’re equipped to solve. 

I’ve had clients of all ages, nationalities, and seasons of life, but they were all looking to grow their profits by learning how to market, sell, and serve with integrity in their service-based or coaching business.  These clients had a specific problem that I’m here to help resolve.  Clients will not be perfect, but they will have a problem that they’re ready to solve and willing to do the work and pay for a solution.  

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2. Your dream clients align with your process (and value your work). 

Once you understand your clients' ultimate desire, and the problem they’re experiencing, how will you help to resolve it? 

What’s the process you use to help them to go from Point A to Point B? 

There are many different ways to solve a problem, so your dream client must have buy-in and align with your process.  

For example, one health coach may believe that the best way to lose weight is through a Keto diet while another health coach may believe that the best way to lose weight is through intermittent fasting.  Their unique process will attract a different type of client who aligns with the process of getting the results of a healthier lifestyle.  

For me, I believe the best way to build a business is to be really good at what you do, and to use free/organic content marketing and networking, and a high-touch, personalized sales process.  I have a holistic approach that blends mindset and strategy for high-performance and sustainable growth.  

Also, your dream clients will value your work and your expertise, period.  This has gotten better over time as I have grown in my own confidence and competence – but it’s worth saying again, your best clients are grateful for your support because you bring a level of expertise that can help them create personal change.  

3. Your dream clients share your core values.  

Your core values are the characteristics and actions that are most important to you.  When you clarify and express your values, you live in integrity, attract and connect with other people who value the same thing.  The best part is -- when you’re clear about what you care about, it’s easier to create a non-negotiable filter of characteristics of people who would be “heck, yes!” clients, or “hell, no!” clients.  

For example, if you value hard-work and perseverance, you can filter for people who are willing to take action, get feedback, and keep going rather than people who are just looking for the shortcut to success.  

At Shi Chen & Company, we value open and honest communication, so I’m intentional about creating a safe space for people to feel like they can be vulnerable and supported, as well as providing a private Basecamp communication channel to have access to ask questions in-between our sessions.  

When you know what you’re available for and not available for, you can incorporate these values into your content marketing to attract the right people, and repel the wrong ones.

You can even use a questionnaire for a discovery call or application with specific questions to screen prospects to make sure you would be a good fit.

BONUS: Lead with Clear Expectations and Continue to Communicate

Think back to a time when you have a less than ideal experience with a client (or even as a client!). Chances are, there weren’t clear expectations, boundaries, or communication. As a leader, it’s your responsibility to guide your client through the process, letting them know what parameters would make your work together a major success.

What are your responsibilities as the service provider? What do you need from the client, and by when? When are your office hours, and preferred modes of communication?

I have these terms laid out in a coaching agreement or contract that my clients sign, and we go over it together during our initial session. This way, we’re both on the same page of what to expect. If challenges come up, like showing up late to a call, I can just remind them that it will just be a shortened call.

During the process, it’s important to continue to communicate, check in on what’s working and not working, and adjust if necessary. As a coach, I often ask my clients how I can better serve them to make sure I’m meeting their needs, and send out a mid-way check in questionnaire. Even though I’m working with an ideal client, I still want to make sure I’m creating a positive experience of transformation for them.

On a final note, it’s okay if your dream clients evolve as you do. The more you work with people, the more clarity you’ll have. You can always revisit these 3 components and learn what’s working and not working so you can truly be of service to the people who need you most.  

I’d love to hear from you —which component are you working on? Who are those super dreamy clients that you love to work with? DM me on Instagram to tell me your biggest takeaway.

If you’d like business strategy and mindset support to decide on your dream clients, then book a free clarity call to talk about working together on your visibility, sales, and client services.

With Joy,

Deciding on your dream clients is a helpful start to clarifying your business message. Download the free workbook to help you answer the question: “What do you do?” in a clear and compelling way.