As the owner or senior executive of a privately owned IT company or as a solo IT professional, do you sometimes feel that...

"...Your Company Is Infested With No-Paying, Low-Paying, Late-Paying High-Maintenance Problematic Clients?"

And your company can't make the kind of profit that is destined to make? All IT business owners' minds go through pretty much the same fundamental questions when they start their businesses. Questions like...

• What kinds of clients do we want to work with?


• What kinds of clients are most willing to pay our fees and prices?


• What kinds of clients are likely to offer repeat and referral business?


• What kinds of clients offer sexy, challenging projects?

And these four questions are just for starters. You probably want to know much more. Developing your perfect client profile is definitely one of the most significant chunks of the foundation of your business.

The problem is that most IT companies skip this part altogether, and start serving all sorts of clients in a rather haphazard manner. Let me ask you something.

• Do you know who your perfect clients are?


• Do you know their demographics?


• Do you know their psychographics?


• Do you know their unique needs and wants?

Because if you don't, then there is a good chance that you're leaving money on the table. And that's only the money. But less than perfect clients can give you aggravation in other ways that can undermine your health and sanity.

Running a successful IT business is not about having lots of clients, but about having a few but carefully cherry-picked clients. It's the quality, not the quantity that matters.

Granted, quantity can give you gross revenue (what you make), but only quality can give you net profits (what you actually keep). And while laypeople can be impressed by amazing revenue figures, people with some business savvy can see through the veil and want to know about net profits.

Actually, I've read it in a study, whose name escapes my little ol' brain, that the typical professional knowledge firm, like an IT company, makes 225% of its profits on its best clients, but 125% gets consumed by the worst clients. So, at the end of the year, the company ends up with 100% of its profits.

The problem is that most IT companies' clients can be described as...

• Cost/price is the primary hiring criterion


• Needs to be educated on the importance of good copy


• Lacks set processes and systems


• Highly sceptical, cynical and suspicious


• Unsophisticated in their technical knowledge


• Does not understand the value of steady and reliable IT systems


• Treat their IT providers as replaceable vendors

Based on the market segmentation diagram below, most of their clients come from the "Crap of the Crop" and the "Mediocre Bunch".

Only a very few, if any, are Perfect Clients.

So, how would you describe Perfect Clients? Client that...

• Seek the "right" IT company for their businesses. Both niche and brand match


• Results and value supersede price and cost


• Have sophisticated IT knowledge


• Follow set processes and systems


• Show respect for their IT providers' expertise


• Has a set IT budget

"Cream, of the Crop" clients project their own high qualities on their IT providers. They are "Cream of the Crop" companies, and they've invited you here because they regard you as a fellow "Cream of the Crop" company. So, let's work together on this."

Similarly, "Crap of the Crop" clients project their own low quality on their IT providers.

They pretend to be are "Cream of the Crop" companies, and they want to command and control you. They tell you what to do, how to do it, and you do it without questioning their authority. They regard you as a just another pair of hands. They retain authority but try to dump 100% responsibility on you and threaten to skin you alive for the smallest glitch.

The slogan on the gate of the Auschwitz concentration camp: "Arbeit macht frei" "Work liberates" comers to mind.

So what do Cream of the Crop clients want to hear from their IT providers? They want to hear about boardroom-calibre benefits, like...

• Higher profits


• Faster sales cycles


• Decreased costs


• Improved operational effectiveness


• Enhanced client loyalty


• Increased market share


• Improved differentiation


• Higher sales per client


• Plus how people at your clients' companies will feel after you're done your IT magic

But to find these elusive "Cream of the Crop" clients, you have to become crystal clear about your perfect client profile.

And this is why I've written...

"Cherry-Picking In Action: How To Find And Land Cream Of The Crop Clients"

The perfect client is the end result of blending the demographic, psychographic and technographic profiles of the perfect buyer, the perfect company and the perfect project.

From this knowledge package you discover...

• The importance of being selective... very selective


• The three factors of targeting your market


• How to use Pareto's 80/20 rule on your market


• The four categories of projects - Which ones to choose; which ones to avoid


• The three cross sections of your market and their behavioural descriptions


• Virtues and vices of best and worst clients before, during and after projects


• How to make your past tie into your market's future, making you pretty unique


• How to better understand your current clients, so you can create a baseline for future clients


• How to integrate your perfect client profile into the 5Rs of business development


• Three criteria for selecting a business development plan based on perfect clients

Have you ever thought about what would happen if you knew exactly...

• Who can buy from you that you want to work with?


• Who can give you the highest return on your investment?


• Who is the easiest to find and then engage to do business with you?


• Who can offer you the most intellectually challenging, emotionally stress-free and financially rewarding projects?


• Who requires the least of your resources (Time, energy and money) to deliver distinctive value?


• Who can give you repeat and referral business down the road?

When you can answer these questions, life becomes a few notches easier. Your stress level goes down, your sanity returns and you start having a life outside your business again.

What do you think?

Would it be worth looking into it?

So, if you are totally happy with your business, how it attracts new clients, how and how much they pay you, how they treat you, the quality of your projects and the amount of effort and energy to run the business, if you're content with all that, then I'd like to discourage you from investing in this knowledge product.

Otherwise click on the button below and check it out.

One straight shooter warning: This product is one single PDF file of some 60 pages. So, it's only appropriate for you, if you buy knowledge products for the knowledge they contain and you intend to apply, not for the number of pages and the poundage of the printed books. Thanks for your understanding.

You receive the product as soon as your payment is verified and accepted. The product is one single PDF file. Your credit card charge will show "Clickbank" as seller..