Creating a “buyer persona” is a commonly touted method of ensuring your website has a clear purpose. It helps you design a user interface that guides people towards what they should be doing on your website. In addition, it ensures that there is a clear purpose for your website to begin with.
This methodology isn’t just for website design. The same approach can be a key element in helping a business or salesperson ensure that they are seeking the right clients. Business and sales coaches are familiar with how important identifying ideal customers can be to closing sales. It may seem like common sense at first, but implementing a way to find the right customers isn’t always obvious.“Drafting” customers is, without a doubt, one of the single biggest things organizations can do to improve sales productivity. Click To Tweet
“Drafting” customers is, without a doubt, one of the single biggest things organizations can do to improve sales productivity. Proactively selecting prospects improves the match between your ideal customer and the leads that come through your sales pipeline. Need help convincing your clients or salespeople why they should be drafting their customers? Here’s what they have to gain by drafting customers as they come into your pipeline:
- Less time wasted with prospects that won’t result in a sale.
- Sales productivity will skyrocket because salespeople will be spending more time with prospects that are more likely to close.
- Lower attrition of prospects as they move through your sales pipeline
- A higher close rate
- The ROI on the selling investments you are making will soar.
If you are unsure about what your ideal customer looks like, you should figure it out, pronto. You can find ideas to help you do this in the book Lean Selling, you can engage with a qualified coach, or you can avail yourself of the breadth of online resources available.The sooner you identify the key attributes of your ideal customer, the better. Click To Tweet
The sooner you identify the key attributes of your ideal customer, the better. Drafting customers significantly improves the match between the services you provide and the buyers who are looking for them. It’s not hard to see how becoming more relevant to your buyers could translate into to increased sales. What’s stopping you from taking the first step?It's not hard to see how becoming more relevant to your buyers could translate into to increased sales. Click To Tweet