Experience shows that it’s better to focus on 1 or 2 target customers and define them in detail. It’s more profitable than defining more of the completely different type of customer profiles. Stick your worksheet in a visible place in your office. You will always have a reminder of whom you need to focus your efforts on. And you’re now who you’re talking to when the person’s face is not right in front of you. It will make your communication more human-like and more sincere.