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When business owners are just starting out, typically any customer that pays is considered a good one. However, as time goes on and you work to further develop the business, those customers may not be your ideal customer anymore. Perhaps they aren’t as profitable as they used to be or have started making unreasonable demands on the business. There comes a time when every small business can use some help, ideally with the help of business coaching, to refine the target market for the business. Defining your target market can help streamline sales and marketing efforts. By making “The List”, a master list of prospects that outlines exactly who your target customers are, your leadership team can work to send out a consistent, compelling message that will win those profile prospects over to becoming long-term customers or clients.