ByOnlinecourses55
Identify your customers breakers - coaching sales
As a business coach, you already know what you are going to offer and how to contribute to the improvement of a business sector. You also know what marketing strategies to use to reach more people and the interrelationship methods to maintain business links, either short or long term, as appropriate in each case. However, important questions arise: How do you know if your tools work with all customers? How do you identify which customers you can offer your services to? Which market are you targeting?
In this guide, we will show some possibilities for identifying and analyzing our potential customers.
It is common to observe a wide variety of products and massive offers in the market, which can be of average, good or excellent quality. However, not all of them are purchased because the sale may be focused on an inappropriate consumer sector. This does not mean that the product or the market is deficient, we must simply value the time invested in our business. For this reason, specific market strategies are designed. We cannot offer ice to Eskimos, as they would prefer furs for the cold or metals for making tools. It is essential to know the customer's real needs and where we can apply our product.
What is a potential customer?
A potential customer is a person or company with the necessary financial resources to make purchasing decisions. It is an entity that meets the requirements to become a long-term customer.
Identifying these potential customers is fundamental for the business, since it allows us to elaborate a specific commercial plan and save unnecessary expenses, aligning it with the company's objectives and the potential customer's demands.
To identify potential customers, it is essential to do field work and know what is going on around us. The first step is to observe your competitors' customers and their social relationships to understand their procedures. Ask yourself: What does the competition offer? What needs does their offer satisfy? Who are their customers? How do they solve their most urgent needs? It is also relevant to examine their growth and decline and the type of business relationship they maintain.
The ideal is to investigate companies with a similar concept to ours, analyze the promotions they launch, their content and aesthetics: How do they offer them? What advantages do they have? What is their target audience? How do their representatives treat their customers?
There will always be customers with more specific requests in certain fields or with less interest in specific aspects of our field. Therefore, it is important that, when assessing your own assets, you carry out a customer segmentation or classification exercise. If you have broad offerings, you should know to whom to offer a whole package and to whom to provide only what they need, according to their demands and capabilities. This does not seek to establish priorities, but to save time and effort in defining improvements for certain services or products, providing more effective solutions between the customer and the company.
Continuously following up on requests, being communicative without restrictions on business issues and offering humanized and personalized attention will help you keep customers informed about the best offers and how to access them. It is crucial that during the communication process you take into account personal information such as the client's first and last name, as well as the field of needs in which he/she operates. This will strengthen a more empathetic and sincere bond. Remember that not forgetting your clients' names is essential, this will make them feel valued and important. These small details can open the door for potential customers to become regular customers, which is the goal of all the effort and time we are investing in this stage.
