Customer targeting - coaching sales

The vast majority of entrepreneurs and sales experts agree that attracting good customers is one of the biggest challenges facing a new business. This means that all new ventures must devote considerable effort to building their customer base. Attracting customers is a complex and comprehensive process, and I will explain how to do it step by step.

It is important to consider that most customers will not make a purchase on the first contact, which is why you must develop effective strategies to assist you in retaining this relationship and securing the sale.

Steps to find customers

The process of attracting customers has become more complex over the years, so a good entrepreneur must adapt and adjust his promotion and sales techniques to transform potential customers into real consumers of his products or services. You must remember that the steps for the customer acquisition process are not fixed and inflexible, it is a process that is constantly changing, and the techniques you use today may be outdated tomorrow. Here are the steps to follow in order to build your plan to find customers.

Analyze your competitors

Prior to forming your customer acquisition plan, it is highly recommended that you analyze what your competitors are doing to attract customers:

• Visit their websites and social media profiles to discover their strategies.

• Check their customer services and read their customer reviews.

• Examine their prices and their products or services.

This way you can identify what their advantages and weaknesses are. You can also get an idea of their methods of attracting customers and what ways they use to communicate with them.

You can check if they use techniques such as:

• E-mailing campaigns.

• Publication of quality content at no cost.

• Quotes made by their own salespeople.

• Regular postings on social platforms.

The methods used by competitors and their results will serve you as a powerful tool to replicate what works and avoid what doesn't.

Know your target audience

Having a detailed understanding of who your best customer is is going to allow you to customize your prospecting techniques to more effectively engage your customers. This is a vital step in properly targeting your advertising efforts.

For this you must take into account several aspects:

• Identification of their problems and needs.

• Age ranges.

• Profession.

• Lifestyles.

• Motivations.

Define your proposal

When you have defined the strengths and weaknesses of your competitors in the sector and your target audience, you must then put together a value proposition using that information.

For this purpose you will use these elements:

• What does your company do?

• What is your specialization?

• What is the main advantage of your product or service?

• What is your target customer?

• What are your advantages over your competitors?

Drawing up a promotion plan

Once you have defined your value proposition, you must then delineate what marketing strategy you want to focus on to attract your customers.

You should write down the detailed process you will use, which should include:

• The specific objectives to be achieved.

• Strategies and techniques you plan to use.

• Time frame in which you are going to put them into use.

• Budget to be used in each one.

• The means and resources you will need.