PROFILE OF EXISTING AND PROSPECTIVE CUSTOMER

At least 50% of prospects turn out to be a bad fit for companies. Put differently, businesses waste tons
of resources that won’t yield happy customers. To save time and money, start with researching which
prospects can become your best clients. Here are three techniques that will help you.

Get to know your customers

Your clientele’s experience with your product is key to generate prospects. Start with composing a list of
your key customers and find what they have in common. Maybe they work in the same industry, have
similar financial indicators or needs. Look for these features in your prospective customers.

Another way is to ask your customer service and support teams about your clientele. Talking to clients
every day, customer service specialists know who your customers are, how they use your product, and
what makes them happy. Survey your best customers about your product. What do they like the most?
What features are the most useful? What would they change about your product? These answers can
shed some light on how you can effectively reach new prospects with the same needs.

Research your competitors audiences

People that love your competitors product could easily fall in love with yours too. Find out who they are
browse through competitors’ social media accounts, research their content, comments, and followers’
profiles.

Look at your competitors’ promotional content. What advantages does it highlight? Knowing what their
customers like about the product gives you clues to things customers value that you can implement. Pay
attention to social proof as well — it shows typical buyers, problems they face, and ways your
competitors solve them.

Finally, pretend to be a potential customer too, test your competitors’ selling process, and learn from it.
How do sales representatives communicate with prospects? What channels do they use? What
questions do they ask and what features do they highlight?