Identifying your ideal audience is key to running a successful prospecting campaign. If you already have your ideal client profile built out, that's excellent and you can start using that profile to help you find the right prospects to start reaching out to.

If you don't have an ideal client profile in mind yet, not to worry! Simply try out this quick exercise below - it will only take a few minutes - and it will get you a lot closer to understanding whom your product or service would appeal to.

Finding the Right Audience

The fastest way to get a foundational idea of who you should be targeting is to look at those closest to you already - your customers.

Follow the steps below:

1. Identify 3-5 of your favorite clients to work with (they may be the most successful ones, the largest accounts, or have high NPS scores)

2. Consider and evaluate these clients based on four categories:

   1. Selling process: how you sold your product or service, and how long it took

   2. Engagement process: how you engage with your customers and ensure they continue to be successful and satisfied

   3. Point(s) of contact: who the decision makers are in the buying and engagement processes, and whom do you interact with regularly

   4. Other unique traits: anything that defines them (characteristics, culture, etc.) that influence how they see your product or service

3. From there, identify similarities between these clients

When you're ready, start using LinkedIn Sales Navigator and finding the right contacts with a good fit.