How to create your ideal customer profile to sell more
One of the fundamental bases of any business is to identify the profile of your ideal client : he is who will buy your products or services, and the person who will generate income.
And that income is what will raise your business and allow you to live on it . No one starts a business just to be successful and to be known; The end (at least the main) of any company is always to get money through sales.
It matters little whether your business is a dry cleaner or a website where you sell bracelets made by yourself: if you do not know who the person who buys you, you are not going to make any money .
Why Your Business Will Fail
The obstacle of many companies (and yours if you do not continue reading) is that they do not have well-defined the ideal customer profile to which they try to promote their goods or sell them. And that is why they fail before 3 years of training.
This is a very important problem.
You can not say “my clients are people between the ages of 18 and 55” because, within that group, there are hundreds of more specific groups of people who surely will not care about anything you sell.
Imagine it’s like fishing : if you do not know what fish you want and where those fish are, you’ll take any bait, throw it anywhere, and you’ll probably go home empty-handed.
With clients for your business will be the same: if you do not know who they are, what they want, and where they move, you will send a message to the wrong people, in the wrong places, without results.
So today what I want is for you to work on analyzing who is your ideal customer so that you do not make that mistake, and I will teach you how to define it to generate and increase your sales .
Creating the Ideal Customer Profile
To develop the ideal client profile , we need to have some concrete data to focus on better to imagine that person.
Some of these data are simple to know, but for others you need to put yourself in the skin of the other person . Do not think of yourself as the seller, and in the customer as a sack of money that you want to get even the last penny you have.
Really put yourself in your shoes, think how he or she would think . The good thing is that today it is easier to know what people think, feel or like thanks to the Internet and forums, social networks, or their own personal blogs.
So grab paper and pencil, and start to write down the following data that you should look for – later I’ll tell you where to look for that information: –
1. Sex, age and education
Can your products or services be used only by men, women, or both? How old (approximate) do you have?
It will not be the same thing to sell baby clothes, where your client profile will be young women, who offer dating services on a website for single middle-aged men.
Do not forget the education that these people may have. For example, if you are a physiotherapist, people with all kinds of education will come to you.
But if you decide to set up a bookstore specializing in science books, chances are that most of those consumers are university students or people with a high academic level.
Where does your client live or move? Is it someone from a particular country, from a city? Or is your product interesting for both a person living in Colombia and another living in Spain?
This is very important especially when it comes to establishing a site from which to sell your merchandise.
If your customers can be from several countries, but only sell your products in a local located in Buenos Aires for example, a person residing in Venezuela is not going to move to Argentina to buy you.
In these cases, the ideal is to open an online store to be able to send the articles or services to any location.
3. Your motivations, problems and frustrations
This is where you need to get more into the psychological part, where you must put yourself in the skin of the potential customer , and know what you think: what are their motivations, what motivates this person to want to try, have or buy your product.
Identify what is the main problem you have , how you see that obstacle in your head, not in yours as a supplier of what you need, but in the mind of the buyer.
Find out how to know or understand that person’s concern . Many people in different forums talk about the concerns they have, what they would like to find to solve them …
So maybe that would be a good first place to look.
4. Analyze your fears
Know what types of fears your buyer has; Perhaps there is some aspect that gives them fear when buying or contracting your services or products, and that idea is what paralyzes them when it comes to acquiring it.
Or investigate the opposite: look for what things or situations you are afraid of, and how what you sell can help make that uncertainty disappear and feel good having solved your problem.
5. What does your client really want to get?
This is knowing what the ideal outcome that consumers of your products or services are looking for, what they really want .
For example, if you become a social network manager for companies, companies will ask you to learn how to do online marketing; But if you dig a little deeper, you really want to get more visitors to increase your sales .
Or if you hire your services is the owner of a small business, what you will surely want will be someone who runs their social networks to have more free time for himself.
So, once you know what that person really wants, your marketing strategy will focus on making that owner of our example live more calm, can spend more time with his family, and therefore , knowing your situation will improve your sales .
All this (knowing the fears, problems, or what the customer really wants) is much more important than trying to get 3 or 4 more followers on Twitter for your business.
6. Which web pages are your favorites
Although it seems silly, knowing the blogs or pages our customer reads, and where to buy their products online is as important as the points mentioned above.
Knowing this, you can identify your competition – and differentiate yourself from it to buy yourself and not them – and better know the tastes of your buyers to implement if you can in your products or services.
Where to find the required data
I hope that until now you have everything you have to look for (age, fears and motivations, etc.). Now you’re wondering “but where do I look for that data?”.
As I said at the beginning of the post, today this task is much easier with the Internet. So the first places where you should look for your potential customers is in forums , social networks like Facebook, Twitter, etc.
Do not look anywhere: if you want to start a cell phone business, enter smartphone forums or mobile technology; It will not help you to see what is being talked about in fashion forums, for example.
And of course, you should look for the king who has all the answers: Google .
When you are able to know what you think and what the customer profile of your buyers (elaborated with the data above), you will be able to send messages that arrive better to those customers and of course, you will get more and better sales in your business.