Profile Your Best Customers

Make prospecting easier by asking these questions. 

Begin by developing a geo-demographic profile of your target customers base. Without invading their privacy, start to record as much information about them as possible. Consider gathering this type of information:

  • Age and gender
  • Marital status
  • Address (distance from your business)
  • Own or rent a home
  • Hobbies/Interests
  • Social leanings
  • Professional, social, or civic affiliations
  • Typical purchase behavior

Also, consider seeking information that describes the personality of the organization for which they are buying:

  • How old is the biz?
  • What market does it serve?
  • What special interest does it support?
  • What is their typical buying behavior?

You’ll be amazed when patterns emerge from the profiles of your best customers. Completing this exercise will make prospecting easier. Besides soliciting word-of-mouth referrals and testimonials from your customers, utilize the advertising medium to which they most frequently respond favorably.

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