Who are you selling to? Until you develop a strategy that steadily fills your sales pipeline with qualified leads, you may not have a sustainable business yet.
So, how do you consistently identify prospects who are most likely to become customers?
1. Create Buyer Personal
Buyer persons is a semi-fictional representation of your ideal customer based on market research and real data about your existing customers. It contains ideal customer’s demographics, behavior patterns, motivations, and goals.
2. Profile Existing Customers
Analyse your most frequest customers to pick out their most common age, sex, location, literacy level, occupation, social class/taste. Use this profile to seek out prospects across different channels.
3. Analyze Competitor’s Customers
Get your team or research agency to study customers who already patronize the top guns in your market. This will help understand why people buy from them and you can improve your offering or brand positioning.
4. Get Market Insights
These include conventional market research methods like survey, interview, focus groups, etc. Your focus should be finding out why people buy what they buy and how you can attract those are not currently buying.
Any other ideas on how to identify the right audience to sell to? Please share