There is a terrible belief that a lot of young, burgeoning entrepreneurs cling to in spite of the fact that it makes absolutely no sense at all. They would seem to be stuck on this silly belief that any person or entity who might theoretically buy their products is worth chasing after. Consider the notion that if you were to have ten completely different types of customers, you might think that you can seriously pursue having all of them come back as repeat clients. While this is most certainly a romantic notion to keep up, it is not realistic in the slightest. A repeat client is definitely a good thing, but a one off customer may just be an anomaly. If you are ever going to find out who your very best customers are, you are going to have to test out a lot of theories, and then drop the ones which turn out to not be true.
Simply put, your best and greatest customers are the ones who are going to buy from you on a consistent basis, and who will actually pay you large sums of money for the value that you can provide to them. While it is human nature for you to try and court anybody and everybody who may have bought from you at some point, you simply have to acknowledge that some customers are not worth pursuing. After all, many one time customers may have simply been flukes or statistical anomalies. Great customers, on the other hand, are the kind who come back again and again.
A great customer is the kind of person or company which sees incredible value in your work. If what you do adds a lot of value to their existence, then they are going to eventually buy from you. While it may take them a lot of time to finally work up the nerve to do so, that final act of doing is going to put a lot of money in your corporate coffers, as well as putting a lot of additional value into how they go about things.