Identify customer deal breakers

As a business coach you already know what you are going to offer, what you are going to contribute to the improvement of a business sector. You already know what marketing strategies to use to reach more people and the interrelationship methods to sustain short or long term business relationships as appropriate. But... How do you know if your tools work with all customers? How do you know which customers you can offer your services to? Which market are you targeting?

We will be showing some identification possibilities to analyze our potential customers.

Water on fire.

It is common to launch a variety of products and millions of offers to the commercial market of average, good, or excellent quality, but not all of them are bought or requested because surely the sale is focused on the wrong consumer sector; we are not saying with this that the product or the market is bad. We simply have to take care and value the time we invest in our business, and to do so, we have to develop specific market strategies.

We cannot offer ice to the Eskimos, they would buy better skins for the cold or metals to make tools. In other words, it is necessary to know the real needs of the customer or where we can apply our product.

Potential customer.

What is a potential customer?

A potential customer is a person or company with the financial resources to make purchasing decisions. It is a financial entity that meets the requirements to become a long-term customer.

Knowing how to identify these potential customers is an essential step for the business because it allows us to draw up a specific commercial plan as well as to save unnecessary expenses according to the company's objectives and the demands of the potential customer.

How to identify potential customers?

To identify potential customers it is necessary to do field work, so we can know what is happening around us. The first step is to observe the competitor's customers and their social relationships to understand their procedures and why: what does the competitor offer, what needs does their offer cover, who are their customers, and how do they solve their most urgent needs? As well as their rise and fall and the type of business relationship they have.

The ideal is to investigate in companies of similar concept to ours; the promotions they launch, their content and the aesthetics they use. How do they offer it? What advantages do they have? To what public do they address? How do the representatives deal with the clients?

Classification or segmentation

There are always customers who have a lower or higher request for some attention in a specific field of our radius of action; depending on their commercial margin and interests. This is why it is important that, when verifying your own assets, you carry out a customer segmentation or classification work; since if you have comprehensive offers, you should know to whom to offer a whole package and to whom to offer only what they need according to their demands and administrative capabilities. With this we are not trying to establish priorities, but we are saving time and effort in defining improvements to certain services or products and providing more effective solutions between customer and company.

Notes.

To make a constant follow-up to the requests, to be communicative without barriers in the business topics, to offer a humanized and personalized attention will help you to keep the clients informed about the best offers and how to accede to them. It is important that during the communication process you keep in mind all their personal information such as first and last name and the field of needs where they operate will keep you in a more empathetic and sincere bond. Remember that it is essential not to forget the names of your clients; this will make them notice that they are taken into account and that they are important. These small notes can open doors for potential clients to become regular clients of your service, which is the purpose of all the effort and time we are investing in this stage.