Finding your ideal client

In this post, we will cover the key strategies for identifying your best potential customer and how to segment your market to find the most profitable and least competitive niche.

Open Mindset

Before we dive in, it’s important to have an open mindset. Though it may seem obvious, many entrepreneurs don’t dedicate enough time to work on this properly and end up paying a high price. Choosing the ideal client is crucial for the success of any business, and in the technology B2B world, it’s even more important as it will define the direction and the outcome of the business.

Understanding your Market

To identify your ideal client, it’s essential to understand your market. A market is made up of multiple potential customers, each with their own problems and desires. The goal is to find the best potential customer for your product or service.

Segmenting your Market

This is known as market segmentation. A market segment meets the following criteria:

  • It has a clear problem or desire and we can offer them a solution.
  • There is potential to generate a benefit for the customer and they are able to pay for our services.
  • We can position ourselves as a unique solution in the market.
  • We can reach them to generate traffic.
  • It is aligned with our mission, values, and purpose.


Let’s look at some examples to better understand this concept.

For example, a company that makes industrial encoders. We could have a general approach and try to sell encoders to the entire market, or we could focus on companies where the environmental conditions are critical and they need a reliable solution in any environment for a very long product lifespan.

Another example could be a company that manufactures servo controllers. We could try to sell to everyone, or we could focus on companies that develop very compact robots where the size of the electronics is critical and it’s difficult for them to find servo controllers that fit the actuators of their robots.

A third example could be a company that develops collaborative robots. We could try to cover a large market by competing against established leaders such as Universal Robots, or we could focus on solutions for agriculture where the working conditions and environment are unique.

Five Key Criteria for Selecting the Ideal Client

Now that we have understood the importance of defining a clear potential ideal client, let’s see how to select the ideal client based on the five key criteria:

  • Necessity: Does our product or service truly meet a need? How powerful is the emotional weight of not solving this problem?
  • Value: Is the customer willing to pay for our solution and see a return on investment?
  • Accessibility: Can we reach and effectively communicate with this customer segment?
  • Compatibility: Does this customer segment align with our mission and values as a company?
  • Profitability: Is this customer segment able to generate sufficient revenue and profits for our company?

Each of these criteria is important to consider when choosing the ideal client. For example, while a customer may have a strong need for your product or service, if they are not willing to pay for it or not able to generate sufficient profits, they may not be the ideal client for your company. On the other hand, a customer who may not have an immediate need for your product or service but are willing to pay for it and generate profits, may be a better fit for your company.


Choosing the ideal client for your technology B2B company is essential for your success and growth. By having an open mindset, understanding your market,

and using the five key criteria, you can effectively identify and choose the ideal client for your company and achieve long-term success.

It’s important to remember that having a clear understanding of your ideal client will help you create more effective marketing campaigns and identify opportunities for new products and services that align with the needs and desires of your target market. Additionally, focusing on your ideal client will also help you to develop a more efficient sales process, and increase the chances of closing deals with the right customers.

It’s also important to keep in mind that your ideal client today may not be your ideal client tomorrow, as the market constantly evolves, so keep an open eye for new market opportunities, as well as for new challenges that may affect your ideal client, so you can adapt and make the necessary changes.

In summary, choosing the ideal client for your technology B2B company is an essential part of building a successful and profitable business. By understanding the market and using the five key criteria, you can effectively identify and choose the ideal client and achieve your business goals. Remember to be open to change and keep an eye out for new opportunities and challenges, to be able to adapt and stay ahead of the game.

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