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Getting Serious About Customer Profiling
Thursday, July 5, 2012, 6:16 PM
[General]
Find out their needs. Its doing them a favour and saving you time if there's no point in doing business right now.
Introduce your self!
Formal situation or not, people do respect manners. So introduce yourself. It's amazing how far a sincere introduction coupled with a firm handshake will get you. It shows you're a professional and you mean business.
o Gullible?
o Are they a real go-getter with not a minute to waste?
Identify customers with the highest potential.
Ok, now all this has been said about qualifying and creating an ideal customer profile, a word of warning: Ask questions to find out the customers needs and wants. Look for the reality of the situation and never make your mind up about a prospect before you've gone in there to find out. You could be walking past the biggest deal of your career. Simply: Leave the judgement until after you've got all the information.
Qualify your prospects
"Sales are contingent upon the attitude of the salesman, not the attitude of the prospect." William Clement Stone
(By the way, if you're anything like me, you're just reading this and thinking "Oh, I'll just do it in my head"... Well don't! The biggest advantage of having this on paper all in one place is so that you can see a "picture" of your customer. Having an image of your customer it means you'll recognise them when they appear. It's simple,Cheap Anthony Munoz Jersey, but effective. DO IT,Cheap Chester Taylor Jersey!)
Write Down Your Typical Customers:
o Age group o Gender
Ok, let's get serious about customer profiling
o Bossy?
Next, Try To Picture Your Customer In The Office.
From experience I know - if you spend time on customer profiling, you'll make more money. Don't make the mistake of thinking you are your own ideal customer. You're probably not.
Write down key attributes of your ideal/typical customer based on the following:
o Income range
Get to the point, get the job done and get out.
o Maybe short on self-confidence and needs reassurance?
o Outgoing?
It's like triage. Make a quick judgement of your possible prospects,Cheap Dan Fouts Jersey, and see the highest potential clients first. You'll have your favourite type of customer for sure. Go for the customers you find easier to deal with and the ones you relate to well. It just makes sense. However, the more different kinds of people you can relate to the better. Try to be able to relate to as many different kinds of people as you can. It develops character and you'll find yourself more flexible in your sales approach.
Get to the point!
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