Find and Keep Your Ideal Target Customer and Why It Matters
We define ideal target customers as those who will profitably, happily, and consistently buy from you the majority of the time. High Growth firms are almost three times as likely to be highly specific and detailed about the type of customer where they should win most of the time. These ideal target customers also lead to higher margins, greater retention and shorter sales cycles.
How to Find Your Ideal Customers
Once you have identified your ideal customers, you can save selling and marketing time and effort by ruthlessly focusing on where they are and what matters most to them. It is much easier to find (and be found by) well-defined targets with specific priorities than by trying to be all things to all customers.
How Ready Are Your Ideal Customers for What You Have to Offer?
Even if you have identified a target customer, they may not yet be ready or willing to hear what you can do for them. In general, before customers trust what you have to say, they need to be “warmed up.”
The “Warming Up” Process
1. From Stranger
First and foremost you need access to your ideal target client. Direct client referrals from your trusted network are by far the best way to get a meeting. But, if a referral is not possible, your next best tactics are to:
2. To Familiar
Build on your introduction to show that you understand their situation and want to help them to be successful personally and professionally. Whether by email or face-to-face meetings, learn all you can about your target clients – their interests, their role in the organization, their challenges, and their goals. Before you can advocate a meaningful solution, you need to listen carefully so that, when it’s time, your insights and suggestions will be on target with what matters most.
At each contact point, provide value. Send a relevant link to your web site, forward a timely article, share testimonials from similar customers to show you know what you are doing. Each step will give them more information about you and hopefully confidence that you can help them to succeed in a way that makes sense.
3. To Trusted Partner
Once you have nurtured the relationship to the point where they are ready to try you out, make it easy for them by suggesting a trial period, a first step with satisfaction guaranteed or a discount if they continue as a customer. With each positive experience, your customer will gain trust in your relationship and each subsequent deal will be easier to close.
The Bottom Line
Selling is all about building relationships based on trust and added value. You need to find and keep your ideal target customer. Be proactive about identifying the ideal target clients where you should win the majority of the time and then follow a methodical process to take prospects from stranger to trusted partner. This is a proven go-to-market strategy for profitable growth and shortened sales cycles.
To learn more about how to find and nurture your ideal target customer, download 4 Steps Define Your Ideal Target Clients
How to Sell Value versus Price
7 Threats to a Positive Company Culture
PalmSource has found our relationship with LSA extremely beneficial. We worked closely with LSA to customize the right Management Training Program solution to meet our unique business needs. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner.
Vice President of Human Resources
SeaTel has found our partnership with LSA Global to be very valuable and beneficial. We turned to LSA to customize a supervisory/leadership solution to meet our needs. LSA delivered a customized top quality solution. I’d recommend LSA Global to any company looking for a best-in-class training and consulting partner.
Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.
Senior Manager, HR Destiny Sales Region
I highly recommend LSA Global to anyone who is looking to improve individual or organizational effectiveness through their top quality programs and broad range of expertise.
VP of Human Resources
Working with LSA Global has proven to be extremely valuable and worthwhile. LSA understands our business, has deep expertise in content areas, and tailors the programs to deliver great results. The facilitator was extremely knowledgeable about Working Globally with India and her energy and passion made the session interesting, fun, and enjoyable for all that attended. The participants walked away extremely pleased along with highly useful practices and tools. I would highly recommend LSA Global to any company that has partners or offices in India.
Human Resources Business Partner
Congratulations on your pro-activity in establishing this program and developing such an effective New Employee Orientation course.
President and Chief Executive Office
LSA’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.
Learning & Development
I’ve been associated with LSA for the last 8 years and have found them to be an extremely professional, well managed full service training organization. Since working with LSA, I’ve participated in a number of solutions ranging from Performance Management to Assertiveness Training – I’ve found that the quality of the resources is superior. They are well prepared and have definitely done a considerable amount of pre-work in order to customize our culture and business into the total learning experience – making it most beneficial for our employees.
Human Resource Manager
LSA Global’s consultant brought a fresh perspective to our behavioral based interviewing strategy for two key executive positions we needed to fill, and their consultant helped us develop questions that produced a much deeper understanding of candidates’ capabilities. I am confident that the two new executives joining our organization have the right skills to add significant value. Throughout the process LSA was also very responsive in dealing with short lead time requests.
Because of the unique nature of our business, Excel is a core application in our accounting organization. After three attempts to find an Excel consultant who is capable of helping our finance team integrate advanced applications into our work processes we found LSA and Alex. He was not only a “Real” Excel expert but was masterful in helping us identify where to use Excel applications in our processes to increase our group’s efficiency.
SPO Partners & Co
Kim Silva, CFO
We partnered with LSA to pilot a customized behavioral interviewing program to help ensure that we continue to hire the best and brightest as we continue to rapidly scale. LSA’s ability to understand our business and our unique culture combined with their desire to ensure that the best practices framework truly fits our performance environment and is highly adopted by our people is a real blessing. Most other firms want to just ‘give you training.’ Not LSA, they are focused on helping me hit our hiring forecasts and attract A players.
Director of Global Recruiting
I had been working with LSA for many years with my prior company. Currently, I’m with a company who hadn’t done much basic management skills training. After identifying and presenting a program recently, our managers are excited and talking in the halls about the great experience. LSA saves us time in delivering the right training for our needs.
What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goal. They provide a results driven plan – not just a temporary fix. They are great to work with, and even more importantly, they “get it!”
Vice President Human Resources
In the Next Generation Management Development courses, I was trained with skills and tools that have made me and my team more productive, motivated, and successful at communicating with other departments.
Firmware Engineering Supervisor
We consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.
Vice President Human Resources
The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.
Firmware Engineering Manager
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.