As busy creatives, we are always racing the clock. We might be rushing to deliver a portfolio of new photos for a client. Or working overnight on a new website. Or finishing a series of final edits in order to deliver videos for a virtual conference. Whatever we are working on, we will probably do it again some time soon. So it makes sense when marketing our creative businesses to develop packages of products and services that help our customers get what they need, when they need it, and help us deliver quality for a consistent price. One of the ways we can do that is by planning ahead for common types of projects for predictable types of customers and organizations. In short, building customer profiles.
Creating prospective customer and project profiles can actually be a lot of fun. It’s a good strategic planning exercise for a company retreat. First step: put yourself in the client’s shoes. What are the problems they need to solve? What would be the financial and time pressures on such a project? What “pain points” could you solve for this type of company or organization?
Figuring out the answers to these questions before you are faced with the precise project can help you market your company and your solutions, and set yourself apart in a crowded field. They can also help you consider how much time and staffing you’d need to accomplish those projects quickly.
Let’s say you own a graphics design company. There might be four profiles that show the different problems your customers face and the solutions you can provide. You want to focus on different sized customers, because their structure affects the kinds of problems they face. A small company might need help with a website design or refresh. They don’t have anyone in-house with the time to do it. They can update the content themselves, once you set it up for them, but they have a limited ability to do major design changes. For this kind of client, you can create a template approach that can be customized, since they won’t want to spend large amounts of money. But it is also a great gateway project for other, bigger projects.
By contrast, a large company with a big in-house design and communications shop might have a completely different set of deliverables for a website redesign. They may want not just a new website but an entirely new logo and brand redesign, along with brand identity elements for every channel, and a brand guide on how to use them. There might be feedback from multiple different departments along the way, with a more time-consuming workflow as a result.
As you think through all the different kinds of problems clients have, you can design a few profiles that fit. And that gives you the type of customer you are pitching to, so you can design appropriate marketing campaigns and sales strategies. These profiles are also useful frameworks as you develop package pricing and bids.
Whether your creative business is large or small, creating detailed client and project profiles is a great way to jump-start your strategic planning for the New Year.
This blog post is adapted from Amy’s upcoming LinkedIn Learning course on Launching Your Creative Business. See LinkedIn Learning for more of her video courses.