Customer experience and acquisition has fast become a top priority for businesses, and this is no different for 2019
86% of buyers are willing to pay more for great customer experiences
49% of buyers have made impulse purchases after receiving a more personalized experience
Understanding your customers’ needs and preferences is the secret of successful marketing. Your existing customers are important sources of information and this means you need to play your marketing cards well to get them to increase their spending. One way to get to know them better is to establish a customer profile. A customer profile can give you the necessary information you need to generate business from new prospects and existing customers. Customer profiling helps you in a variety of ways such as:
If you are a business owner struggling to acquire new customers and meet sales goals, maybe it’s time for you to take your marketing strategy a notch by redefining your target market and most especially, your target customer. If you don’t have a proper analysis of the current market trends and create a specified description of the ideal client, you will never see your real target customers and you will only end up wasting money by marketing to the wrong people. The question is, how can you start attracting satisfied and loyal customers? The most effective strategy to achieve it is by creating a set of customer profiles.
Customer Profiling Defined
Customer profiling is primarily gathering all the information you can about people you want to sell your products and services to and grouping them into categories. It is a marketing tool that businesses use to understand their customers to be able to bring the products and services according to their preferences. Creative profiling provides a more in-depth understanding of your customers and is a smarter way to connect with them.
Getting Started in Creating Your Customer Profile
Before starting to market your product to your potential leads, it’s important to build first the ideal customer profile for your products. Defining your ideal customer is very crucial in target advertising. Consumers can be identified by many different categories such as:
What sector they are in
The information you need to collect depends on your type of business. You must find out as much as you can about your existing customers and establish a relationship with them through communication channels. If you need more information, consider carrying out a survey.
Build up a database of information so you can use them for segmentation when your list is ready. Gather feedback from them about your products and services and how you can improve them. Keep your customer records updated about who your customers are and what they are buying. Maintaining accurate customer profiles allow you to focus and maximize your marketing efforts and resources where they are likely to gain a return on investment.
Why Customer Profiling Matters
Customer profiling highlights your customer’s interests and wants. By creating customer profiles, you will be able to communicate with them more effectively if you understand what they are interested in and this makes marketing a whole lot easier for you. Tons of businesses are competing for market share, customer retention, and customer acquisition and you have to rise above the extremely competitive marketplace. Targeting the right prospects will gain you an advantage over your competitors with the right offering at the right time.
How to Qualify Prospects with Customer Profiling
Qualifying prospects is the process of weeding out any prospects that you think are not going to be worth your time. This is a way to determine whether you should keep the contact for future marketing campaigns and if they’re going to convert into a customer. Here’s how it’s done:
Take time to revisit your buyer personas and review the information you have collected for each prospect. Next, highlight some information about the people on your list and utilize LinkedIn to collect more information about them. For starters, you should know information such as:
Challenges they face
Niche or market in which the prospect is involved
Value or mission statement
Lastly, you need to ask questions that will encourage your prospects to share key information with you. To qualify a sales prospect, the following are criteria you should use in your qualification process:
The Trigger for Their Outreach —
Specific Pain Points
Their Idea of Success
Be transparent with what you want your customer’s next step would be to gain their respect. You can do it through a phone call and if after the qualifying communications you think that the prospect isn’t what you’re looking for, you have two options to choose.
You can refer them to another solution or company. Doing this will strengthen your brand’s reputation as a respectable provider without wasting your time and resources to a prospect that won’t make an ideal client.
You can put them back into your marketing’s lead cycle until they are ready for some serious business discussion.
If you work on your prospect qualifying game accordingly, you’d get to deliver the right business to the right customers. This means leverage to your brand and business visibility, brand advocacy, referral, and repeat business in the future. Get the most of your prospect pipeline by building a high-quality prospect list.
Benefits of Profiling Customers
Profiling customers into specific segments will enable you to target each group with offers according to their needs, ensures that each customer gets the relevant marketing messages at the right time, and you can boost your sales by creating customized products and services for each group. Here are customer profiling advantages:
Increase response rates
If you’re not yet working on creating your customer profiles, what are you waiting for? If you want to make the most of your marketing efforts, do it now!
Take Your Business to the Next Level
If you want to do your customer profiling and segmentation the right way but still unsure how to apply the right strategies to make it work, Digital Resource will make it possible for you. Our expert marketing team will help you connect your niche to the right audience. Visit our website to contact us about our services and how we can help you leverage your business today.