It’s easier to look for customers if you know the type of consumers you seek. Without a composite of your ideal customer, you probably wouldn’t know where to start looking.
Most small business owners I know salivate at the prospect of landing a large customer. But having listened to the woes of entrepreneurs in my field and others, I know most don’t know the strategies necessary to lure and land that first big account.
If you’ve traditionally been going after smaller clients, you may be doing things like gathering email addresses and contacting people en masse through an email newsletter, sending them a mix of useful information and subtle sales pitches. Or maybe you’re using social media marketing tools, or keyword advertising, or content marketing.
Those things are all useful, and they may even get you a corporate client if you’re lucky. But waiting for someone from Walmart or Amazon to email you out of the blue one day is not a very enticing prospect. A much more effective approach is to target individual corporate clients, doing careful research and contacting them with a solid proposal geared to their particular needs.