why is it important to mask our facial expressions How to Measure Potential Clients
It's hard to build the right business with wrong customers.Maybe like many sales people you know, I'm not happy with their current customer base, but don't know how to change that.They want to upgrade but they are not sure what the upgrade means to them.They want to serve more profitable customers, but they are not sure what it will be like.They want to attract more stable customers, but they don't know how to do it.First of all, you have to decide what kind of customer you want to serve.The most effective way to do this is to develop an ideal customer profile.Most salespeople have a vague concept of the type of customer they want to build.They will joke, but halfSeriously, "We want customers to have a lot of money, no requirements, and always pay on time!"At least it's a start, but it's not enough for today's highly complex and competitive professional world.You want to be able to quantify and qualify your customers so you can: * set realistic marketing goals.* Provide a basis for evaluating current customers.* Make an informed decision on what type of client to focus your energy and resources on nurturing.One of the best ways to get this information is to develop an ideal customer profile ---A word picture of the most popular customer you can have.Of course, you may want to cultivate several different types of customers, so it may be a good idea to draw a profile on each type, depending on your business.A good ideal customer profile does not have to be complicated.In fact, the simpler it is, the easier it will be to use.But it should contain several important elements: (1) it should account for the demographic factors of the customer itself.For example, if you serve an individual, you may want to list the ideal range of age, salary, and education levels.You may want to include a minimum credit rating and other information related to your business.If you are working with a business or other organization, you may want to state the size and type of decision you think is ideal --Make it most comfortable for you to use the process and the minimum financial standards you want to use.In short, you list all the factors that you consider important to your customers.(2) The second area included in your ideal customer profile is how customers fit into your organization.What kind of service level and type do they need, how well are you equipped to provide this service, and how profitable are you to provide them with the service?There may be some clients that are ideal because they have a lot of money, but their needs can be very large and you will go bankrupt in order to serve them.Set some internal standards to help you determine the level of customer expectations from your perspective.The third area to consider is the reality of the market.How many ideal customers are there in your target market?Is this a broad enough base to stop marketing from becoming an impossible chore?What competition do you have in the market?If there are not enough potential customers or there are too many competitors, you may have to narrow down your ideal range.Take all three factors into account.-The needs of customers, the advantages and limitations of your organization, and the reality of the market ---You can find the best type of balance chart for the target customer.It is important that you have some tangible basis to decide which customers are best suited to your company.Once you have a clear understanding of what kind of client you are going to shoot for, you can start evaluating your current client.From time to time, all of us have customers that we don't feel very good about.Maybe we can't say exactly why, but there's something in them that shows that they're not the kind of person we want to work.Interestingly, these customers are sometimes quite profitable customers.On the other hand, we may like certain customers and enjoy working with them.But, double check, we may find that they are not very profitable for us-For various reasons.One of the biggest pitfalls you might fall into is to overemphasize some big ones --Customers, but ignore the smaller customers.This can be disastrous for several reasons: (1) for example, you are very vulnerable if a customer takes up the fourth part of your business.The customer may give up your service and leave one for you.The fourth small total.(2) If you don't actually run a tight ship, some big customers may take up too much time and other resources.As a professional, you may feel that you must satisfy the rich.But as a businessman, you know it will run out of your profits.(3) landing a few big customers will create a false sense of security.You may find yourself more relaxed than a small client.Or you might take a bigger risk.To avoid falling into these common pitfalls, many successful professionals maintain the customer rating system.They set clear data.According to these criteria, they constantly measure the accessibility of all customers.The customer rating system allows you to measure the level of expectations of any customer at any given moment.It can be as simple as you like and as complex as you need.A good customer rating system will classify customers according to the size of your design.Some professionals like to rate customers at A, B, C and D levels.Others work by rating them by 1-1 ratio5 or 1-10.Either way it works.