Posts Tagged ‘ideal client profile’
What are your clients thinking about when they buy from you
The answer is: it’s not about you. So how do your customers buy? Deciding to buy something means knowing that choice is the best option; using the money there instead of somewhere else, hoping it will be a long-term solution, considering what else has to change to accept this new product and more. The better…
Read MoreWhat Is Your Next Customer Doing, Right Now?
How do you know who is ready to buy from you, right now? How do you know who else would be willing to buy from you, if you managed to speak with them? How do you know who else would buy from you if only they knew that you existed? How do you know who…
Read MoreChoose your Clients
Your Ideal Client – as we determined in last week’s post – needs exactly the solution you provide. (Their need matches your service). That post covers half of the matter… ok, maybe ¾ of it… the point is: it focuses only on the client. But let’s face it: you have to serve the client. You…
Read MoreYour Ideal Client
Might have red hair, or be a company with fifty employees, or drive a Honda. Your ideal client might have a certain job title, be in a particular marital status, have a particular responsibility. Different companies and products will have different essentials to describe their ideal clients. Each list of “must-haves” and “nice-to-haves” will be…
Read MoreDo you Push or Do Buyers Pull? (Less selling more buying)
How many times have you walked into a store thinking “I hope nobody tries to sell to me, I know what I want to buy so let me get it, pay, and leave.”? Your clients are no different: they will be much happier if they are doing the buying – the pulling – rather than…
Read MoreMake Each Client Your Best Client
B2B sales have, as discussed previously, three clients in one. When selling to another company or organization you must understand the client entity, the individual buyer, and the ultimate beneficiary of your product (see link above for more detail). Of these three, the Buyer will be the focus of your communication throughout the buying cycle,…
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