Work It Backwards From Your Ideal Client

If you're someone who has clients, then you work it backward. You look at the people with whom you've had a really great sales process and buying cycle for them. What do they do in their personal lives? What got them to you in the first place? What pain did they say? Resonate to them and how did you solve that? So you're working backwards from your ideal client up to what they look like. And then you have this avitar you have this sort of persona definition of who people are. Then you go out and find like people.