You Talkin' to Me? Unpacking Your Ideal Customer Profile

Those immortal words are uttered by Robet De Niro?in the seminal 1976 Martin Scorsese directed Taxi Driver.

A short plot summary follows (for those that haven't seen the film) -

SPOILER ALERT

In "Taxi Driver," a mentally unstable Vietnam War veteran, Travis Bickle (Robert De Niro) becomes a nighttime taxi driver in New York City, where he attempts to rescue a young prostitute (played by a young Jodie Foster).

Alright, folks, buckle up! Today, we're taking a wild ride through the neon-lit streets of "Taxi Driver" to unravel the mystery of identifying your ideal customer profile. You know, just your average day at the office.

“You talkin’ to me? You talkin’ to me? You talkin’ to me? Well, then who the hell else are you talking – You talking to me? Well, I’m the only one here - Travis Bickle

The "Are You Talkin' to Me?" Approach

Remember that iconic scene where Travis Bickle, played by the legendary Robert De Niro, practices his tough guy routine in the mirror? It’s not just a moment of cinematic gold; it’s a masterclass in understanding your audience.

In sales, just like in Travis's mirror, we often ask, "You talkin' to me?" Well, are you? Knowing your ideal customer is like knowing the back of your hand – or in Travis's case, the business end of a .44 Magnum.

Break down what makes your customer tick. Get feedback on calls. Look at who your biggest brand champions are and ask them what excited them most about your product or service.

Run surveys and collate as much data as you can about them. Everything from that kind of car they drive, to what breakfast cereal they eat (okay I might of gone a bit too far there). Will help you understand WHY they chose you so you can replicate that sales process over and over again.

Navigating the Mean Streets of Content

Now, let's talk content. In the movie, Travis navigates the gritty streets of New York, and each passenger brings a new story. Think of your content streams as these passengers. Each stream should cater to a different aspect of your customer's journey. Some need the scenic route (informative blogs), while others are in a hurry (quick tips on social media).

Really unpack your customers pain points and when you get to that sale ask them what content bought them there (so you can replicate the route, without taking back alley detours).

"One of These Days, I Gotta Get Organised" – Travis Bickle and Every Salesperson Ever

Travis's mumbled line about getting organized is a big mood for sales pros. Segmenting your prospects is crucial. Use your CRM like Travis uses his cab: methodically, with purpose, and maybe less aggressively.

The Sales Cycle: Dodging the Unwanted Prospects

We've all met prospects who, like some of Travis's less savory passengers, need to be dropped off at the next corner.

When prospects answer your qualifying questions with all the clarity of a foggy night in NYC, it's time to reassess. Are they your Travis or just a fare going nowhere?

"Someday a Real Rain Will Come and Wash All This Scum Off the Streets" – Or Your Sales Pipeline

Travis dreams of cleaning up the streets. In sales, our 'real rain' is a solid strategy that filters out ill-fitting prospects, leaving a pipeline as sparkling as Times Square after a downpour. Focus on those who align with your service, much like Travis focused on... well, let's say his "goals."

Be the Driver, Not Just a Passenger

So, there you have it.

Drawing inspiration from "Taxi Driver" to unpack your ideal customer profile might seem like Travis and his thought process, but in the world of social selling sometimes you need to take a detour through Movieland to find your way.

Remember, in the journey to understanding your customer, you’re the driver.

Now, go ahead, channel your inner Travis (minus the 44 magnum ??) and start talking to your real customers.

And, remember to keep those meters running for next weeks instalment of Together in Electric Dreams.