By John Aberle | Prospecting
Your Ideal Customer Profile is the center of your sales and marketing.
Ideal customers typically consist of the 20% who are responsible for 80% of your profits. Don’t get hung up over sales figures. You can go broke trying to get high sales numbers if you aren’t controlling your profits so why not just track profits to start with.
Look for whatever characteristics they have in common. You might have more than one industry. In that case, do two or more of these studies. Knowing these sketches enables you to know which types of companies — or if you work with individuals, what types of people — to really focus on. The more they are like your ideal prospect, the more likely it is that they will have similar problems to the one you are solving for your core customers.
By contacting people matching the pattern your best customers fit, you will find more prospects interested in at least talking with you. This makes your time more efficient because it’s not wasted trying to convince people to listen who have no need.
Soft sell sales and soft sell marketing are about developing relationships based on people who know, like, and trust you. When you speak to a real problem they want and need to fix, you are going to find them more open to discussing what you can do to help them. Provide information and show you sincerely care about them. You’ll be able to help customers buy. And both you and your customer will enjoy the process more and find it mutually rewarding. As one of my clients said Monday, that kind of sale is “a rush.” It’s not just about the money. It’s about the relationship.
If you would like me to stay in touch with you, please click on “sign up for my email newsletter or e-zine.” In return, I will send you free, “Easier Sales: 7 Steps to Winning Customers,” a report I only send subscribers.
How to Ask a Closing Question
Gratitude Sets the Right Attitude
Heart Centered Selling’s not for Wimps
Have You Heard the MLM Lies?
Sales Motivation – Remember, There’s more to Life than Money
Trusting a Salesperson Is Tough; Liking Is Easy
If No One Cares, It’s Not a Unique Selling Proposition
If Sales Calls to You Are Win-Lose Battles, Read No Further
