Do your homework. Identifying ideal customers is the foundation that all of your marketing strategies and sales tactics are built on. Once you know your customer profile, it will be easier to find more like them, develop better solutions to their problems, and understand how to sell to them.
What do you really know about your customers? Do you know what keeps them awake at night? How about what excites them?
All successful marketing and sales begins with the audience. Done correctly, marketing builds the relationship with your audience by relying on rapport, empathy, and trust. It demonstrates to your prospects that you've walked in their shoes.
But first you need to know something about your target market and the people who make it up. The more educated you can become about your prospects and their buying behaviors, the more success you'll have selling to them.
It's the only way to make sure that you're fishing in the right pond and turn prospects into buyers.
It would be horrible to spend a lot of time and money on marketing to an audience that didn't really need what you have. Or just as terrible, communicating with a market that needed your product, but didn't connect very well with your message. All because identifying customer needs and wants was not a priority for you.
Do You Really Know Your Customer?
The better you get to know your customer, the bigger the rewards. If you don't go out and ask and do a little research, you won't know what the pain points of your audience are and if in fact you truly are solving their problems. Your bonus is that identifying ideal customers and their characteristics will prevent you from wasting time on unqualified companies and people.
Peter Drucker, the highly regarded management consultant and author said,
This is the big payoff to understanding your market.
Once you know as much as possible about your audience, you'll be in a position to make your marketing bait more delicious. That's the very first step to developing an effective marketing message that's persuasive and a strategy that works for your perfect audience.
By the way, doing this is a tremendous competitive advantage. Almost no one has the discipline to research his or her audience. Identifying customer needs and wants will set you apart in the market and make you a trusted company.
Why You Need A Perfect Prospect Profile
Creating a perfect prospect profile offers plenty of benefits. You will be able to use your limited resources to target people who are more likely to be interested in your product or service, greatly improving success.
The benefits of knowing more about your customers are:
It simple really; prospects that meet the profile characteristics are easy to work with, value what you offer the way it is, are loyal, and don't complain about price.
So, how do you get there?
There are 16 questions for identifying ideal customers that you should ask. These are powerful qualitative questions that will help you identify the traits of your ideal or perfect prospect. Many of these are listed in Part 2 of this article.
Once you understand what motivates your audience, you'll know your customers and prospects as well as they do and much better than your competitors. Identifying ideal customers will then be a snap!
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