Module: Prospect Like an Evangelist Session Number: 5
Session Title: Finding Your Ideal Customer
Session Overview: Now that you’ve learned how to effectively use a profile, we’ll discuss how you can go about finding those customers you’ve identified as your ideal customers. Whether you’re brand new to the industry or you’ve been selling for some time, you’ll have three options to help you find the best prospects.
Once you’ve created a profile of all your offerings and determined which kind of customers represent your ideal, you must begin the work of finding actual customers that match those demographics. Now that you know the industry and the location and the business size and the need, you will work to find companies that match that profile.
If you have a CRM, or if you’ve sold to an individual before, use that company information to help you identify other customers who might also benefit from your product or service. Your CRM will help you identify those people your company has successfully sold to in the past so you can find other similar customers.
Find out who the top competition in your area is and gather whatever information you can about that company. Google relevant keywords and search for the best companies around those topics. Once you’ve found the most relevant companies, find their customer testimonials and see what their customers are saying about them.
Look for the industries they are serving, as well as for the decision-makers they are working with. Listen to the problems this company helped its customers solve. Then use the exact same verbiage when you create your own message. You’re literally using their own words to help you compete against them.
Step 3: If you’re connected with your competition on LinkedIn, you can use their LinkedIn account to determine who they are pursuing. It won’t always be immediately obvious which connections are actual customers, but you’ll be able to get a general idea of the kind of companies they are working to connect with.
Then you can use the information from those connections to find other similar companies to connect with as well.
Tasks to Implement: Use one of the three methods above to identify prospects that might benefit from the product or service your company offers. Together with the information from lesson 1, work to find the companies that are the best fit for you.
Session Recap: Even if you’ve never made a single sale, it’s possible for you to narrow your prospects so that you can focus on the ones who are most likely to buy from you. Using your CRM, information about your competition, and LinkedIn, you can narrow your efforts to those customers who will best benefit from working with you.