Now it's time to think about what I call Why P.C. or your perfect customer. You should sit down with a pad of paper and start listing out the qualities that make a perfect customer for your business. You probably already got a perfect right near perfect customer. You should start listing out things like what they buy, how often they buy, what types of items or services they buy. I want you to start listing out what makes them personally a perfect customer. What I often do is sit down my clients, and I actually get them to tell me the gender of their PC and their age. They have to imagine a real life perfect customer. I even encourage them to name their customers. I have one client who's PC is a woman named Grace, who is sixty three, and who has gray hair but dyes it. She drives a pickup truck. Which is essential because my client's perfect customer needs to be able to pick up large quantities of items from my client's retail location. This sort of thing. Go right down into what does this person read? Who are these persons types of friends? What does this person do in their leisure time? You should know who your perfect client is and what they do as a business. All of this is extremely important and you need to build up a profile of why P.C.'s so that you know who you're going to go after. The days of thinking of everyone in the world as a potential pool of clients or anyone who sees this message as a potential who clients is long gone. So what you need to do is develop a profile of why P.C. and put it in front of you.