Identifying Your Ideal Customer: An Essential (but Often Overlooked) Step for Business Profitability

As a small business owner in the trade service industry, it’s essential to identify your ideal customer for the long-term success of your business. But how do you go about identifying that ideal customer, and what specific strategies can you use to attract and retain them? One approach that has been proven to work is the Pumpkin Plan. Methods utilized from the Pumpkin Plan Toolbox enable you to focus on your best clients while pruning away those that are holding your business back. In this blog post, we’ll explore how the Pumpkin Plan can help you identify your ideal customer and grow your business.

1: Identify Your Best Customers

The first step in the Pumpkin Plan tool, the “Ideal Customer Assessment”, is to identify your best customers – those clients who are most profitable, least troublesome, and who refer others to your business. Take a look at your client list and identify the top 20% of your customers who are responsible for 80% of your revenue. Analyze what makes these clients great, and consider things like their needs, behavior, demographics, and values. These factors will help you create a profile of your ideal customer.

2: Create a Plan to Serve Them

Once you have identified your best customers, the next step is to create a plan to serve them better. This may involve creating new services or products that meet their specific needs, improving your customer service, or developing a loyalty program that rewards them for their business. The key is to focus on what your ideal customer values and needs, rather than trying to please everyone. I would suggest utilizing the Sweet Spot Assessment to help you better understand where you are at with your unique offering, your ideal customers and what they need and want from you and the systems that support your consistency in delivering your services.

3: Prune the Rest

After identifying your best customers and creating a plan to serve them, the next step is to prune away the rest of your clients who are not a good fit for your business. These clients may be unprofitable, high maintenance, or not aligned with your values. While letting go of customers may seem counterintuitive, it’s essential to focus on the clients that are most valuable to your business, rather than trying to please everyone.

4: Attract More of Your Ideal Customer

With a clear understanding of who your ideal customer is and how to serve them better, the final step is to attract more of them. Use your customer profile to create marketing messages that resonate with your ideal customer and focus on delivering value to them through your sales and marketing efforts. By attracting more of your ideal client, you’ll be able to grow your business and achieve long-term success.

5: Rinse and Repeat

Finally, it’s important to remember that identifying your ideal customer is not a one-time process. As your business evolves and grows, your ideal customer may change, and you’ll need to re-evaluate your client list, refine your customer profile, and adjust your strategies accordingly. Regularly reiterating the Pumpkin Plan process enables you to focus on the clients that are most valuable to your business and sustainably grow your business.


Identifying your ideal customer using Pumpkin Plan strategies is an effective way to grow your business over the long-term. By focusing on your best clients, creating a plan to serve them better, and pruning away clients that are not a good fit for your business, you’ll be able to attract more of your ideal customers and achieve long-term success. Remember to re-evaluate your client list and adjust your strategies regularly, as your business evolves and grows. By doing so, you’ll be able to identify your ideal customer and create a sustainable, successful business.

Identifying your ideal customer is essential for the long-term success of your business


Have Questions or Need a Little More Support?