Sales Tip: Secrets for Creating Your Ideal Client Profile

Описание: http://www.blitzmasters.com Welcome to another episode of Coffee Coaching with Andrea Sittig-Rolf, CEO of BlitzMasters and creator of the Blitz Experience. Do you have several prospects in your pipeline who continue to put you off or who don't return your calls? Do you often wonder what you can do to get them to respond? Maybe the problem isn't with your prospects themselves but with your choice of prospects. Imagine how powerful it would be if you could tell which prospects would turn into customers, even before you began working with them. What if you had the power to create a tool to assess a prospect's likelihood to buy? Guess what. You do.

To begin developing this tool, take a look at your best customers, not your best prospects. What is it about these customers that make them so great? How do they use your solution? How many employees do they have? What is their estimated annual revenue? How many locations do they have? What is the title of you contact? These are all important questions to ask about your best clients when creating a tool to assess your Ideal Client Profile, or ICP.

The ICP is defined by a set of criteria or characteristics that make up your perfect customer. Once created, your ICP becomes an invaluable tool in cleaning up your pipeline as well as assessing future prospects.

To begin creating your Ideal Client Profile, answer the following questions. What is the value my solution brings to my ideal client? What is the end result it creates for my ideal client? What industry or industries does my ideal client represent? How do they go to market - direct to customers, to retail, or through partners? What is the trigger event that occurs that indicates a need for my solution? Who are the clients' customers? Once you've answered all of these questions, you have completed your ICP.

Now what do you do? The first task to make use of this new tool is to clean up your pipeline. Take a look and see if your current prospects fit the bill of your ICP. If any of them correspond to less than 80% of the ICP and haven't been responding to you, remove them immediately. Prospects who correspond to 80% or over and have been returning your calls should be your main focus. You'll see that it's likely that the closer a prospect matches your ICP, the more likely it is for them to respond to you.

Now use your ICP as a tool to determine your best prospects moving forward. Each time you receive a lead, compare it to your ICP to determine whether or not it's a good idea to pursue it. You could also use it to create a prospect list by using its criteria.

This new tool will help you decide who you will spend your time on. You'll be amazed by the new level or responsiveness gained by using your ICP. Thanks for watching and be sure to check out other episodes of Coffee Coaching.