When a company is developing a sales pitch that’s aimed to attract a qualified prospect or the “ideal customer” often times they miss the mark.  The tendency for business owners is to focus solely on the details and the technical merits of their products when selling to a customer that they actual fall short of the sale.

What is the solution?

Every business needs to know the definition of their ideal customer. The greater clarity that you can gather with regard to this personality, the more focused and effective your marketing efforts will be and the greater your chance of success.

Here are some tips to help you determine and define YOUR  Ideal Customer:  

Define What You Are Selling.  First of all, put yourself in your customer’s shoes, and answer the following questions:

  •     What does your product do for your customer?
  •     What problems does your product solve?
  •     What needs does your product satisfy?
  •     How does your product improve your customer’s life or work?

Define The Lifestyle and Demographics.

  •     What is his or her age, education, occupation?
  •     What is his or her income?
  •     Where is your customer located geographically?
  •     Where is your customer when he or she buys your product or service?
  •     What is his or her situation today in life or work?

Define The Specific Needs and Benefits Of Your Product.  This may be harder than you think, because the answers must be from the customer’s point of view.

  •     Of all the benefits you offer, which are the most important to your ideal customer?
  •     What are the most pressing needs that your product or service satisfies?

Define The Buying Behavior and Strategy.

  •     How does your customer make the decision to buy your product?
  •     What time of year, season, month or week does your customer buy?
  •     How does your customer buy your product or service?

Develop A “Value Proposition” Based On Your Ideal Customer.  Having a better understanding of who YOUR CUSTOMER is, it is now time to develop a concise written statement – a “Value Proposition” that succinctly explains the value of your product, the specific benefits for your customer, and  what makes your product or service different than others. Refrain from using technical terms – it should be written in words for the average person to read and immediately understand why they should buy from you.

How well you are able to clearly define and determine the very best customer for your product or service will determine your success in business.

Contact the team at R2R Marketing to learn more about how we can help you find the right customer for your business.