When I’m involved with the process of attracting the right customers, I always start with actually giving this target customer a name. By naming them, it tricks your brain into thinking about the conversations you are going to have with this person and how you will connect to an actual person. This is always better marketing than trying to connect with a thing or number.
Then dive into the real goods of why they are the right customer for you. What makes them fun to work with? Why would they (or do they) come to you for their needs? What about this customer makes them different than the customers who are hard to work with? What type of projects does this customer do with you that are profitable and fun?
—MontCo Consulting, 2 Regular Guys