Build your Ideal Customer Profile
from Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross, Marylou Tyler
How to Apply This
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Open a blank document on your computer.
Label it “Ideal Customer Profile.” -
Define the criteria of your ideal customer by filling out 3-5 categories below. Put your answers on the document.
Remember to choose only the criteria that fit your business.
- The number of their employees:
- Their industry:
- Their sales model:
- Their monthly spending:
- Their financial status:
- Their values and people:
- Their current system: -
Type out the greatest challenges and frustrations of your ideal customers.
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Type out the red flags/deal-breakers that your client is not a good fit for your business.
An example of this is budget constraints, recent investments, history, location, etc. -
Save the file on your computer.
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Discuss the customer profile with your team.
This will help them further understand your business and target customers.
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