Salesforce Freelancing: Define Your Ideal Clients (Ep. 2)

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Considering the freelance work-life but don’t know where to start? This mini-series will show you how to run a Salesforce freelance business, digging into real world discussions of how to start and thrive as a Salesforce freelancer.

This episode features Susan Baier – founder and chief strategist at Audience Audit, a consulting firm that uses audience research to help companies identify their ideal clients. Susan has adapted her consulting process into an online course specifically for freelancers, to give them the ability to define their own ideal clients.

As part of this interview, Susan is giving SalesforceBen readers access to this course for free. You can access it by going to and entering the promo code: SALESFORCEBEN


Show Notes:

  • We kicked off our conversation by talking about why defining your niche doesn’t just mean focusing by industry or by Salesforce product/cloud.
  • It is important to clearly define your niche in terms of the specific types of problems that you solve for your clients. For instance, while a Salesforce consultant may be a specialist in Service Cloud, they may further define their niche as being an expert in helping users become comfortable using Service Cloud (user adoption). We discuss a number of examples of problem-based niches in this episode.
  • How three Salesforce freelancers with the same resume/experience, industry knowledge, certifications and years of experience could have drastically different niches and ideal clients.
  • Why defining your ideal client is not a one-time event – it is an iterative process that you work on continuously over time.
  • Why your marketing efforts should signal to your ideal clients that you’re a perfect fit for their needs (and should also signal to non-ideal clients that you are not a great fit for their needs).

…and more!

4 thoughts on “Salesforce Freelancing: Define Your Ideal Clients (Ep. 2)

  1. Wow
    Very impressive
    For anyone who has sweated like myself to get 5 Salesforce Certifications this is a must watch!
    I know that anyone who loves the Salesforce EcoSystem needs to watch and rewatch this video.
    Brian did an amazing job hosting.

    I was blown away and I have homework to do.

  2. Hi Eric,
    So glad you enjoyed the interview! If you like Susan’s framework, I definitely recommend checking out more of her content at Lots of good stuff there.


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