When I ask my new clients to describe their ideal customer they’ll often say, “I want to work with corporate people.”

“So,” I reply, “tell me what you love about working with ‘corporate people.’”

And that’s where many of them come unstuck.

Because the truth is, they don’t really have a burning desire to work with people who are employed by large corporations.

Their real desire is to find clients who are willing to pay their bills.

I get it – we all need to earn a crust. Profitability is a key part of your business.

But there’s a difference between saying

“I want to work with corporate people”

and

“I want to work with people who value my services and are willing to invest in my work.”

I used to be a corporate girl. Some of my best friends are corporate girls – they’re smart, driven and have a lot to contribute. Working with them can be really rewarding – if they are truly your ideal customer.

Here’s the deal – you don’t have to work in a corporate environment to be willing to pay your bills.

Consciously choosing to market your services towards corporate clients will make a huge difference in the way you show up online, the kind of services you offer and the way you offer those services. You may need to adopt a different style of language or a more formal, professional approach to your website, blogging and social media.

That’s all well and good if those are the people you truly love to work with. But if you try to force yourself into a corporate box because you think they’re the only ones who pay their bills, you are only going to end up short-changing yourself.

You’ll find yourself being inauthentic in your blogs or social media posts, or simply not knowing what to say and how to say it. You’ll find it hard to attract corporate clients if they’re not a natural fit for you. Just because they work in a corporate environment does not mean that they will truly value your product or service.

So instead of focusing on “corporate people” because we think that’s where the money is, let’s go for people who value what we do and are willing to invest in our services.

Focus on the clients for whom you do your best work. That’s when you’re going to come alive and that’s when your gifts will really shine. That’s when you’ll over-deliver and blow your clients’ minds with the results you’re able to help them achieve. That’s when you’ll develop the richest, most fulfilling relationships.

Here’s your homework for today. Think about your favorite clients, the ones for whom you do your best work. Write down three criteria that makes them amazing to work with and for, and what you really love about working with them. Share your top criteria in the comments below, then go figure out how you can find more clients that can bring you just those rewards.

At the end of the day, people will find a way to pay for what they truly value. Make it your mission to show them the value of your work.