You can use your creativity to identify your biggest and best sales opportunities.
This requires the regular and repeated use of focused questions like these:
Who exactly is your customer?
Make a list of all the qualities and characteristics that your ideal customer
would have. What would be his/her age, education,
occupation, income level,
experiences, attitude, or need? The greater clarity
you have in identifying your
ideal customer, the easier it will be for you to find more of these customers to
talk to.
Who buys your product or service right now?
Apply the 80/20 rule. Who are the 20 percent of
your customers who represent
80 percent of your business? What do they have in common? How could you
find more customers
just like the very best customers you serve today?
Who will be your future customers?
Markets
are continually changing, and you must change as well. Project ahead
five years. Based on current trends, who are likely
to be your best customers at
that time?
What are the trends in your business and in your market?
What changes are taking place that may force you to change the way you sell
or the people to whom you sell? In what direction is your market moving? How
are your customers changing?
What new markets might there be for your product or service?
Who else could benefit from your areas of specialization and differentiation
that you have not yet reached?
Why does your customer buy?
Why does your customer buy?
What advantages or benefits does he perceive in
purchasing your product or
service? Of everything that you offer to a customer, what parts of your product
or service does your customer most appreciate and compliment? What are the
“hot buttons” that cause your customers to buy?
You must know the answers to
these questions.
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