The Wrong Customers Waste Time, Money and Energy
New salespeople are so eager to show a robust pipeline and close deals that they often find themselves chasing the wrong customers. They mistakenly make pitches to anyone who will listen. Conversely, high performing sales reps ruthlessly focus on target customers where they know they will win the majority of the time.
The Definition of Bad Customers
Customers that are difficult to work with, who don’t fully need or value what you sell, who are overly concerned with price or who are at odds with your culture, are just bad investments. They are costly in terms of your time, your resources and your energy. And they are rarely satisfied.
Three Things Ideal Target Customers Do
Ideal target clients:
Define Your Ideal Target Customer Profile
The best solution sellers do not waste time chasing the wrong customers. They know what makes for a good client and how to win their trust. Just as every company’s strategy and culture is unique, the same is true for defining your ideal customer. It is well worth defining your ideal target client profile where you should win the majority of the time.
Six Areas to Get Right So You Stop Chasing the Wrong Customers
If you want to stop chasing the wrong customers, make sure that you and your team agree upon the following six areas regarding your target clients:
The Bottom Line
Customers who best fit you and your business create repeat business, provide referrals, and supply testimonials to help grow your top line. Top solution sellers avoid bad customers who waste time, energy and money. Smart solution sellers put a red light on chasing the wrong customers who have little need, inclination or means to buy.
To learn more about how to avoid chasing the wrong customers, download 4 Steps to Ideal Target Client Definition
Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.
Want to know how you stack up against leading organizations? Receive a complimentary benchmarking analysis courtesy of an LSA Expert.
Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.
First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.
Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.
Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.