One of the most important steps in the sales process starts before you even start selling your product: finding your ideal sales prospect. As much as we want to say that our products or services are right for everybody, the reality is that our target audience needs to be more defined.
In selling, there is a golden rule: Spend more time with better prospects. You don’t want to waste time, money and effort pursuing the wrong customers. By narrowing your focus on only the most likely prospects, you increase your chances of closing a sale without spending too much time on customers who are less likely to say yes.
So, what does a better prospect look like?
- They can and will buy your product: A better prospect is a person who can afford to pay your asking price and do so in a reasonable time frame.
- They have a genuine need: This ideal customer has a genuine need that can be fulfilled by your product.
- They are ready to move quickly: The right prospect is ready to move on a purchase without letting too much time go by.
- They like and respect you: Your best customers will know you and your personal brand and have a positive relationship with both.
- They see your product’s value: This customer knows that you are offering something that is worth paying for.
- They know the benefits qualify the price:Your best prospects will see that they are getting their money’s worth when they purchase from you.
- They are a great referral source:This buyer will continue to send new sales your way because of their own positive experience.Now that you have a clearer picture of what an ideal sales prospect looks like, you can start asking yourself the questions that will help you develop the right strategy for prospecting for those better customers.
1. What are we selling?
Any salesperson can list the features of your products. The difference between an unsuccessful salesperson and a successful one is the ability to focus instead on the benefits for the customer, not just the features. How is your product going to change their life? What are the benefits of owning this item?
2. Who is our ideal customer?
This is where you get very clear about what your best customers have in common. Look at all the people who have purchased your products. How are they similar? Break them down into areas like education, gender, age, average income, and location. When you have a composite of who your ideal customer is, then you will be able to seek out the better prospects.
3. Who is our non-customer?
A non-customer is someone who can benefit from your products but they just aren’t looking for them. Yet. These potential customers can be an untapped goldmine. They are ready to be persuaded if someone is willing to reach out and show them the benefits of what they are offering.
When you want to make sales, the process becomes difficult when you spend too much time on bad prospects. Focus on finding the ideal sales prospects for your products and you will see your sales process become smoother and more successful.
Pssst…. there are 5 More Questions to Identifying Ideal Customers