---
title: 'How to Choose the Right Clients for Your Business'
source: 'https://youtube.com/watch?v=jTi9PVtnZ3g'
video_id: 'jTi9PVtnZ3g'
date: 2026-09-09
duration_sec: 373
channel: 'Angelique Rewers'
---

# How to Choose the Right Clients for Your Business

> Source: [How to Choose the Right Clients for Your Business](https://youtube.com/watch?v=jTi9PVtnZ3g)

## Summary

This video presents three practical rules for small business owners and consultants to identify their ideal clients. The speaker emphasizes that the challenge is not a lack of opportunity but an overabundance, and provides a framework to focus limited resources effectively.

### Key Points

- **The Problem of Too Much Opportunity** [00:00] — The main challenge for small business owners is not a lack of opportunities but too many, requiring focus to achieve financial goals.
- **Rule 1: Follow the Money** [00:44] — Focus on flourishing industries (e.g., tech) rather than struggling ones (e.g., traditional retail). Also, identify which decision-makers and parts of a business have the most budget.
- **Rule 2: Grow Where You're Planted** [01:55] — Leverage your existing experience and industry knowledge from past jobs. Also, consider your geographic location and the types of companies concentrated there for networking and conferences.
- **Rule 3: Preach to the Converted** [03:52] — Sell to companies that already believe in your service or outcome. Avoid spending time educating non-believers; instead, use content marketing to slowly convert them while focusing sales efforts on believers.
- **Summary and Call to Action** [05:26] — Recap of the three rules: follow the money, grow where you're planted, and preach to the converted. Encourages comments and sharing.

### Conclusion

The video provides a simple, actionable framework for client selection: focus on industries with money, leverage your existing experience and location, and target companies that already believe in your value proposition.

## Transcript

In today's episode, we're going to talk all about how to figure out what clients you should focus on. It's a big world out there, and the good news is the problem isn't that there isn't enough
opportunity, it's that there's too much opportunity. And as a small business owner, you have limited resources and you have limited time, and you have to figure out where to best focus to make your financial goals a reality and to
really put your expertise to the best use. So today we're going to look at the three rules to follow to figure out what clients you should focus on. Let's dive in. Rule number one, follow the
money. Now this is a good rule to follow in business in general. I consider it to be rule number one of business. That's why we're in business is to make money. But when you're
trying to figure out what clients you should focus on, it's a really good idea to look at what industries are flourishing. You know, right now, for example, one of the sectors that's not flourishing is traditional
retail. It's a really tough place to focus. On the other hand, the technology sector, the Silicon Valley area, is thriving. So you want to look at what companies are growing, which companies are evolving, and
which companies are really going to invest in becoming a workplace of the future and going after all of the market opportunities So look at the industries and the money But don stop there You also want to look inside of companies and figure out which decision makers which business leaders
and which parts of the business have the most money to spend. So rule number one, follow the money. Rule number two, grow where you're planted. And there's two parts to this. Grow where you're
planted experience-wise and grow where you're planted geographically. So on an experience perspective, you have to look, where have you worked? What types of companies have you already worked with?
If you work in the corporate world, if you've worked in, had a full-time nine-to-five job in the past, what kind of company was it? Now, this is often a really sore subject for a lot of folks because a lot of times when you've left the corporate world to start your own business, you have some not warm
puzzles going on about those companies that you worked for. And oftentimes you can run in the exact opposite direction of those companies. And that's where you have relationships.
It's where you know a lot about the lingo and the jargon, even the brands and who's who and who the players are, what conferences, what magazines. So you want to think about where did you grow up professionally and start there.
But grow where you're planted also means to look at where you're located. You might think in today day and age with all the technologies we have the fact that everyone is just a Skype Zoom or phone call away that it doesn matter if you focus on companies that are halfway on the other side of the world
And yes, you can win clients anywhere in the world. But if you're just starting out or you're feeling like you're struggling to get clients, the best place to look is right in your own backyard.
And you want to think about what types of companies are concentrated where you live. That means there are going to be conferences coming to your area, that there are going to be organizations, networking opportunities,
where you can meet a lot of people from similar types of companies and really make a dent in the marketplace. So grow where you're planted. Rule number three, preach to the converted.
I'm talking about selling to the believers. the decision makers and the companies that already believe in what it is that you do. If you're an expert in the wellness space, you want to look for those companies that are already investing in wellness companies.
If you sell coaching and leadership skills, you want to look at the companies that are best places to work, companies that really value leadership. They value their people.
They want to focus on culture because the most expensive and time thing that you can do in your business is spend time educating and convincing prospects that they should care That not where you want to spend your energy Let your speaking opportunity news the articles that you write
whether you publish them in magazines or you publish them online, let those get out there and work slowly over time on those nonbelievers to come around. But when it comes to growing your business with clients,
go to the clients that are already believing. And you'll know they're believing because they're putting their time, their energy, their money, and their resources into that thing.
And you might think, well, they're already doing it, so why do they need me? But companies that are true believers in a certain type of transformation or service or outcome will continue to invest because they will want to continue to go from good to great.
And that's where you can help them. All right, let's bring this home. The three simple rules for deciding which consulting clients you should focus on. Rule number one, follow the money.
Rule number two, grow where you're planted. And rule number three, preach to the converted. All right, so now I want to hear from you. When you've been deciding which consulting clients you want to focus on,
leave us a comment below on what's been most important to you. And if this video was helpful, be sure to hit like and share with a colleague. Until next time, this is Angelique signing off.