How To Find Your Ideal Clients & Sell Them On You

July 6, 2022

Kimberly Ann Jimenez,
Digital Strategist & Founder

Let me ask you…

Do you actually know who you’re selling to?

If your answer would be: everyone who’s willing to give me money…

…then you’re probably not selling nearly as much as you should.

But hey, I’ve been there too.

When I started my business, I was just trying to figure out who could give me money or what I would sell and launch.

I did not really care about having that perfect client experience until a little later in my career.

And as I matured and grew my business, I realized that…

…there are going to be clients and customers that will complain no matter what you do, some clients that will be happy, but they require so much of your energy, and then some clients that are literally ideal.

These ideal clients understand the value that you bring to the table, and they come back time and time again to do business with you. They leave you great reviews, and they’re generous with their praise. And they talk to your potential customers about how great you are.

And that’s what we’re looking for.

And, if you haven’t worked with your first ideal client yet, or you’re still pivoting your business, or you’re not clear on who you need to work with yet, this episode will be extremely helpful at any stage of your business.

Because I’m gonna walk you through some really great steps that you can take to define who your ideal client is.

So let’s dive right in.

This episode will cover:

  • Creating your ideal client avatar.
  • The common complaints about ICA.
  • The 4 Key Questions to ask yourself about your ideal client avatar.

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So having an ideal client avatar will ground you to having that clarity of who is your people and how you will reach them.

This will not just make your marketing less expensive. It’ll make it way more efficient. And you’ll be able to sell so much more when you talk to one person.

So let’s dive into some practical strategies we can start implementing to really define who our ideal clients are.


So your Ideal Client Avatar (ICA) is that piece of paper that defines or aggregates all the qualities of your ideal client.

Creating your client avatar should be something you talk about with your team that you sit down and analyze.

My best tip for identifying your ICA is to NOT start with a dreamy-unrealistic client but to actually work your way in reverse –having your Anti-ideal client avatar.

Anti-ICA is the opposite of who you want to work with. Someone you do not want to work with, who creates the most problems in your business, complains the most, doesn’t understand your product, and just could care less about what you offer and isn’t the right fit. That’s your anti-ideal client.

And if you’re just getting started and you haven’t worked with that person, think about what would be the worst possible scenario. And if this still doesn’t help because you’re just starting, that’s okay. There are a bunch of other things that you want to do.

The point is we have to be realistic about our ICA. And anti-ICA is such a smart way of going about it. Because oftentimes, we just get in our heads about how amazing our products are.

But the reality is you’re not for everyone, and you should not be for everyone.

If you try to speak to everybody, you’ll speak to nobody.

And that specificity will help you stand out so much more than if you just try to speak to everyone.

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So my answer to that is always this, Start with one. 

Start with the service, product, or program in your business that’s your signature offer. The core that drives your business and creates the majority of your revenue.

Once you have that one dialed in. It’s going to be so much easier to repeat the same process for future offers.

When you have different businesses and don’t share an ideal client avatar, then you want to build an ideal client avatar for each of those individual businesses.

The idea here is you’re doing this because you want to have IG posts, YouTube videos, and podcasts that speak directly to your ideal client, not everyone else, and especially repels the people that you do not want to attract into your business.


This complaint is understandable, but the problem is that we’re too focused on the demographics.

Like specifying by age, gender, occupation, income, etc.

But we can’t connect with the demographics.

And the reality is, if you use psychographics, you will get to know your ideal client, so much more than just using the demographics.

And so psychographics is those intangibles we can’t always put on paper.

Look into their values, what they care about, dreams, goals, etc. Because it’s all about that connection.

And so, I want you to start thinking about your ICA from that perspective because, in that way, you can really connect with your ideal client, and you’ll get to understand them more from it.


And so again, this comes from time, energy, patience, and wisdom.

But what you can do is take an educated guess.

Research your competitors, search to see what people are asking, look at Google and YouTube top searches, and study your market. From there, you can make educated guesses.

Remember, it’s okay to not have it all perfectly laid out.

ICA is a living document that your business and marketing strategy should change and flow as your business matures.

So no pressure on getting it perfect from the get-go.

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Questions to ask yourself about your ideal client avatar

I wanted to outline the four of the most important questions to ask yourself to create your ICA.

1. Who are they?

This is the most basic question. Who is your ideal client?

This is where demographic research and analysis come to play.


  • Age
  • Gender
  • Location
  • Language
  • Income
  • Occupation
  • Marital Status

2. What are their problems?

This is where the psychographics analysis will take place.

What are their problems? And how can you solve those problems?

And you need to think about their problems because you are trying to enter the conversation that is already happening in their heads.

You want to know what they’re struggling with and how you will create a marketing message that hits on that particular problem.

Because at the end of the day, as entrepreneurs, that’s what we do. We look at problems in our world and solve them with a product, program, or service. It’s that simple.

So I want you to get out there, roll up your sleeves, and figure out what is that conversation that your ideal client is having in their head.

3. Where do they hang out?

Know where you ICA hang out and then take your booty over there.

Whether it’s Facebook, YouTube, Twitter, or wherever they’re hanging out.

And then that’s where you can stick your flag and just go all in.

Really master that one platform and then expand from there on.

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4. What are their desires and goals?

Most of us stay on the surface level of an ideal client avatar, and we think about what their problems are and how we solve them.

But you need to dig a little bit deeper and want to continue asking the question, “but why?”. And you can keep going down the different levels of that question until you understand what’s at the core of that behavior.

The idea here is that you will get to the core of their desire or goal and then help you craft a marketing message that resonates with them.

And so that you can speak the language of your ideal client and your Instagram posts and your Facebook messages, podcasts, or YouTube videos talk to that person. And everyone else who loves it can come and gather, enjoy, and buy.

So they feel like you understand them better than anyone else.

And that’s how you stand out. That’s how you sell yourself.

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So I hope that you enjoyed this episode.

But I also hope you’re turning around and diving deep into your purpose and commitment moving forward. Continue going for the business of your dreams.

Business is challenging,
but it’s so worth it.

And hey, if you’re ready to take your business to the next level, hop on the waitlist to join The Business Lounge, and dive deeper to learn how to start an online businessbuild a brand that fulfills you, helps you make a real difference all while being wildly profitable.

And now, I would love to hear from you in the comments or DM me on Instagram @kimannjimenez.

What’s your biggest insight or takeaway from today’s episode?
And most importantly, how can you put it into action right now?

I love you. I hope you continue moving forward, not just in your business but also in your personal life.

I’ll see you in the next episode. Bye for now.

Kim ❤️

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