Have you found your ‘perfect’ customer today?

Have you found your ‘perfect’ customer today? Are you likely to?  If you work too hard to convince your customers that you have the solution to their problem, then you are targeting the wrong customers.  Your leads should be targeted enough so that you are always speaking to people who could potentially be a perfect customer.

 

Here are five ways to help you find the perfect customer:

1. Do you know what they worry and care about?

If you don’t know what they worry and care about, you are missing a big opportunity to connect with them.  You can’t solve a customer’s problem until you know what keeps them up at night.  I always ask my customers what one problem (related to my topic area) occupies the majority of their time.  If I have a product, it should be able to fix that problem.  If I have a service, then I should have one that solves that problem.   As you come to understand your target market, you should learn what’s important to them and quickly show how you can solve their problem.

2. Do you know what they hope you will do for them?

Understanding customer expectations is a large part of over-delivering.  You need to make sure that when a customer buys a product or service from you that they are overwhelmingly pleased.(Sounds obvious, but most people settle for 'just ok.')  The way to produce this result is to find out up front what their ideal is.  If you find that your customer has a very different outcome in mind, talk to them about how you can (or can’t) meet it.  If you can’t, walk away.  The way to finding perfect customers is to avoid being “all things to all people.”

3. Find out their information viewing styles

To find the perfect customer, you’ll want to know what information style he likes best (audio, video, newsletters, etc.) This way, you can create an ad for that medium.  For example, check out radio ads and create podcasts if your customer sits in his car all day.

4. Create personas

The dictionary definition of persona, is an actor's portrayal of someone in a play.  On the web it has been used to describe a profile for your target customer.  To be effective, you need to create several personas that target your niche markets.  Your staff needs to feel that your personas are real people and that they are selling specifically to them.

5. Find and repeat

Once you figure out how to find this perfect customer, you are going to repeat the actions you took to multiply your customer base.  The key at this point is not to be tempted to change the message and methods constantly thus losing what works.