Business to Insurances

"Sorry sir, we have a solution that does not fit the needs of your company, however, I will refer to my friend Mr names that provide services that better suit the needs of Mr ..." Therefore I say to prospective customers in the I, as politely as possible, while packed up my stationery. His eyes widened, his mouth open, as if he wanted to speak but difficult to get out. I understand he was hit by confusion extremely powerful. Crazy what the person in front of me. Refuse customers? Should not IT companies like this SDGI seek and pursue customer?

Oh yeah, do not get me wrong, we certainly also need customers. However, customers who like what? That's what we also need to be selective. Well, why should the customer select? Should not we selected customers? Well, this should be clarified. According to me, the seller must also select its buyers.

Buyer profile that does not match you will have trouble selling. Imagine, if you are the owner of a boutique that offers clothes party "high-end" at a price of millions. And then came a group of teens teenagers come and look for T-Shirt and Jeans cheap cafe to hang out at. Certainly there will be no discomfort. Because of ABG profile into a boutique you do not match the product you are offering. Current model you are design boutique renowned designer might actually be the laughingstock of your prospective customers. Not to mention, its price might make you faint prospect ABG stand.

Therefore do not be surprised if the outlet famous boutiques will adjust to the customer profile that is expected to come. Building and interior design are generally made very luxurious and "haunted". So that "ordinary people" whose money's fit-fit, would go only to fear and tremble. This was intentional, because people's financial fit-fit is not expected to be their customers, this is the customer selection process.

Whether the initial selection for aligning customer profile and product or service we have enough? Yet. This is just the initial stage. Furthermore we can also make the selection on customers who make a positive contribution to our efforts more.

As we know, not every customer pays the same. There are exacting customers, many ask, are rarely bought, if bought nawarnya for mercy, it is so hard to pay it. Instead there are customers "ideal", the fanatic fans of our products, not demanding, often bought, not a bargain made, was so actively promoting our products at his friends. You have a customer choose which one? Of course the ideal. Well, our mission is to multiply the ideal type of customer, and reduces its not ideal. The trick?

First. Define your Ideal Customer Criteria.

If you do not have, make. What is the ideal customer like you want to have? If they are individuals, of any age group? What is his profession? How much of its revenue? How they spend their money on your products? If their company, in the industry, what they acting? How big are its assets? How many employees? How the method of their purchases of goods and services? How do they pay you?

The criteria do not have a lot and simple. For example, my ideal customer criteria are: 1. Companies or institutions with at least 1,000 employees, 2. Using IT to support its business operations, 3. IT infrastructure has spread over more than 5 branches, 4. Have the IT budget and a clear buying cycle, 5. Have clear procedures for payment of bills.

Indeed there is a lot of potential customers out there, with different profile. However, this time you choose the profile according to your ideal customer, a profile consistent with the product or services you offer, and will make greater contribution to your business.

Second. Create your Customer Group.

Now look at your customer's existing database. Oh yes, even if you sell retail products, we recommend you have a customer database. If not, try creating a data sampling customers who buy your products.

Then match it to the Ideal Customer Criteria that you have created. Let's say you have 5 Ideal Customer criteria, there may be customers who can meet all 5 criteria above, or there may be companies that only meet 3 criteria, 2 criteria, and so on. From here you will have a customer groups. For example, Customer Group A (meet 5 criteria), Group B (meet 4 criteria), Group C (meet 3 criteria or less). This is just an example, please use your own creativity.

The goal is to find out, how many customers you already own Ideal. Is your business already attracting ideal customers, or even most of your customers, it is not the ideal customer. This information to determine our next move.

Third. Invite your Ideal Customer.

Well it's time to "invite". Learn it well. Why "Ideal Customer" You buy your product. Exactly what they are looking for? Why did they choose your product? Logically, if there is a customer with such criteria choose your product out there are still many more customers like that who are hungry for your product. Unto them we will focus our attention.

The first step in the "invite" ideal customer is to adjust our way of communication with them. And communication include verbal communication and non-verbal. For example, if you sell Louis Vuitton handbags ladies class, of course, you have to adjust the verbal communication and non-verbal store and your employees with the people who will come looking LV bags before class. Ranging from storefront, employee dress and appearance, to the way they behave and talk.

Then, the material "campaign" You also must be addressed earlier Ideal for groups of customers. By knowing the customer's ideal reason to buy your product, we can build a campaign theme that is consistent with the earlier reasons. For example, if you purchased the product for ideal customers are satisfied with the quality, style and its color. So should this theme is lauched in the promotion.

Fourth. Maintain your Ideal Customer.

Ideal Customer You must be maintained. Create programs match their expectations, which will make them survive into customers. A person with a certain profile, usually hanging out with people with the same profile. So that your ideal customer will do the "word of mouth" the greatness of your product to potential customers, who are also ideal.

How to enterprise customers? Believe me, word of mouth also occurs. Competent authority to decide the purchase of your product, as well interact with officials from other companies, and may be the "evangelist" of your product.

And what about the "ideal customer" that has already become our customers. What is thrown away? Hehehe ... do not need to be as extreme as that. Focus the Ideal Customer, the ideal would be to increase the number of customers, whether it's from a new customer, or it could be a long time customer turned out to evolve into an ideal customer. Or ideal customer is not affected by the loss of natural selection alone.

With the four steps above, you can already begin to select customers. Because I believe, the future of our business, depending on who our customers. You dreamed your business become World Class company?, Then so be World Class company. Serve customers World Class. (FR).

Source: http://fauzirachmanto.blogspot.com