Creating an ideal client profile will help you determine which ones are good prospects and which ones aren’t. With this information, you can build marketing materials and learn to go after and sell to the best. Start off by listing your best clients, and by best I mean which are most profitable and which clients are great to work with. If possible, interview the client to collect both qualitative and quantitative information that will help you build your profile. Once this is done, you can take this information and create a profile for that outlines the perfect client’s goals, objections, challenges and purchasing process.