5 Important Tips for Developing Your Company’s Ideal Client Profile
A client profile can help you define the type of person or business most likely to find value in the product or service you sell. Whether you’re a B2B business or a direct seller, a client profile can help you generate more revenue by minimizing wasted resources and maximizing the efficient use of your time. Here are five tips for developing the ideal client profile.
#1 – Identify the Niche and Industry
First things first, you need to identify your ideal buyer’s niche and industry. For example, if you sell commercial gas ovens, companies and business owners in the foodservice industry will be your ideal clients. On the other hand, if you sell CRM software as a service, your clients could be almost anyone who manages a list of customers. The possibilities are endless here.
#2 – Know Who’s Qualified to Buy
If you’re a B2B seller, then another important consideration is qualification to buy. Going back to the aforementioned example, if you’re selling commercial gas stoves in the foodservice industry, a server, hostess, or even shift manager is not qualified to purchase your product. You will need to speak to the business owner directly – or, in some cases, another individual may be qualified to make such purchases.
#3 – Consider the Income Requirements
Next, think about the cost of what you’re selling and the value that it proposes to your clients. Who can afford the product, and for whom does it make the most sense? Is your product or services targeted at small businesses, enterprises, or both? Are you selling to homeowners, instead? Part of your value proposition has to do with your potential buyers’ incomes, too.
#4 – Do They Have a Problem You Can Solve?
Not every qualified buyer in the right industry and with the ideal income will buy your product or service. In fact, in almost every case, your product or service will need to solve a problem that the customer is experiencing. If a lead already has two brand-new commercial stoves, you won’t want to waste so much time trying to sell yours. On the other hand, if your lead just purchased a restaurant built in the 1970s, then there’s a good chance he or she might be in the market for appliances.
#5 – Collect Empirical Data
Last, but most certainly not least, collecting data from your website is a great way to help you develop a client profile. When you do so, you can easily determine what kind of people visit your site most often, what they look for when they’re on your site, and how they choose to interact with your site. Then, you can utilize this data to narrow down your client profile a great deal, generate better leads, and ultimately, produce more sales.
A client profile is an important part of lead generation, and it can even be used when cold calling to help qualify leads. Understanding who is most likely to buy your product or service can save you a great deal of time and money, and it can boost your revenue by making your sales agents far more efficient in the long run.