Profile Your Best Customers

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.