Working on the concept of your IDEAL Customer it is useful to establish the “type” of prospects you should be actively seeking.  Try visualising them or paint a mental picture of your ideal prospect.

The picture should be of a person who needs your product or service, have a desire to buy, have the necessary budget, and most importantly, the decision making authority.

You can use this portrait as a standard against which you measure all your suspects & prospects as you line them up to become potential customers and clients.

In my business, my IDEAL prospect would be someone who has already established a successful business offline, who has a “static” or under-utilised website and would like to explore the possibilities of using the web to develop their revenue.  The business must be large enough to have the funds to spend and the individual has to have the authority to sign a contract.  I have other criteria but who is your IDEAL prospect?