Identifying Your Ideal Customer Profile

I had the pleasure of speaking with Mark Hunter on The High Tech Freedom podcast.

You should check out the full interview at Apple, Spotify, Google, or YouTube.

Mark touched on several sales topics that include the following:

• How to identify your ideal customer profile
• The importance of staying in your sales lane
• Avoiding the distraction (Shiny objects)
• Great examples on how the top sales performers sell
• Picking 2 focused verticals

The Ideal Customer Profile

The ideal customer profile topic resonated with me, especially as we try to connect with customers in a noisy environment. Everyone is trying to get their attention! 

What is an ideal customer profile?

 As the topic implies, it is the best target for your products and services.

 Not all customers are equal so a single approach will not fit for all prospects.

The biggest risk we all have as sellers is spending our valuable time pursuing the wrong clients.

Especially when you are prospecting, how much time is wasted prospecting into the wrong target?

I liked his points about building more efficiency into the sales process. This starts by identify the different traits of your ideal customer profile. They could include:

• Who are the customers your company is currently serving well?
• Who are the typical decision makers?
• Industry
• Company size
• Revenue
• Employees
• Current solutions or products in play

These are just a few of the foundational traits. A great place to start is your existing customers. Why did they buy? What value are they getting today?

The more focused your profile, the more valuable you become to your client. For example, when you are deep in a specific vertical, you can speak their language and provide insights into industry trends. Healthcare is different than utilities which is different than SaaS providers.

 Once you have your ideal customer profile define, you can spend more time engaging in conversations on the right channels. Where do the hang out? That’s where you want to be!

Want more sales and prospecting tips? 

Check out the full interview with Mark at the High Tech Freedom Podcast with Chris Freeman.

Apple, Spotify, Google, or YouTube

Until next week, make this your best week ever!

#hightechfreedom

#podcast #salespodcast