From the category archives:
Have you ever thought about which customers you shouldn’t deal with? Which ones are you selling to now, that you might actually be better off not selling to at all? The surprising thing is, you may be putting a lot of energy into selling to more of those customers than you know.
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Aligned prospects are those potential customers that you haven’t dealt with much – but who could become customers. If you’ve identified key attributes of your historic customers, you could actually start looking for other groups of prospects who share those attributes
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The first step in defining ideal customer is having a firm understanding of your historic customer– no time travel required. I simply mean the customer you’ve done business with until now.
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Japanese automotive companies succeeded here, because they radically simplified the number of permutations of varieties you can have of a particular model of car, and that made it much simpler for a consumer to say, for example, “I think I want to buy a Honda.” Your head didn’t have to explode in making that decision.
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It’s a familiar scene– a guy walks into a Starbucks looking for a cup of coffee, looks up, and stares at the menu like a deer in headlights for five minutes, overwhelmed by all the choices he has to make before he can pay $4 for his delicious beverage. It may seem counterintuitive, but freedom of decision often leads to indecision.
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What has really changed? It’s a profound question that should be asked when looking at all the new products, trends, ideas and things that are happening in the world of marketing, social media, and the web in general. One can pause and look at it, and say it’s all different. Yet in some fundamental way, [...]
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“I feel like I just entered crazy town!” I remember the limo driver looking back at me, because I didn’t say it very calmly. “This is insane that I have to deal with this. This is not right,” I told her, “I am a customer, I recommend your services. I continue to use your services. This just isn’t the way to treat a customer.”
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“I feel like I just entered crazy town!” I remember the limo driver looking back at me, because I didn’t say it very calmly. “This is insane that I have to deal with this. This is not right,” I told her, “I am a customer, I recommend your services. I continue to use your services. This just isn’t the way to treat a customer.”
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Jose Palomino is President of Value Prop Interactive and author of the book, Value Prop. Jose combines tactical creativity, strategic orientation, marketing savvy, and technical acumen to deliver insights, leadership, and results.
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