Customer profile
The Ideal
Customer Profile indicates your sales sweet spot where companies represent the
best fit for your product or service.
These are the segments of the market that stand to benefit the greatest
from adopting your solution. The goal is
to target the type of customer where you win the most.
The
following questions will stimulate your thinking when it comes to developing
the Ideal Customer Profile:
- What size
of organization would you prefer to deal with?
- Typically,
how many people will they employ?
- What market
sector(s) do these organizations operate within?
- Who
specifically will be buying your products/services and what are their job
titles?
- Where
geographically would you like these organizations to be located?
- What does
your organization offer that is unique?
- What types
of organizations will be attracted by this uniqueness?
- What do
your best customers possess that you would like to replicate in others?
- Which of
your existing customers were the easiest and quickest to convert?
- What
similarities do these customers possess?
- Are there
any specific criteria that prospective organizations should have in place, so
that your products/services can be optimized?
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