It’s the desire of every company to gain a big return, especially after investments heavily in marketing and sales. To have such big returns, you have to attract prospective customers, not just any random individual surfing the internet, but those who will provide value to your company, and you can also in return provide significant value to them.
Except if you have an unlimited marketing budget which no company has, then you would want to focus your efforts on the customers that have potentials to provide the greatest value. An easy way of knowing such kind of customers is by defining your ideal customer, and this starts by creating an ideal customer profile (ICP).
What Is an Ideal Customer Profile?
So the next big question is what is an ideal customer profile? This is a description of customers who are going to be top beneficiaries of your offering and they have the potential of providing the most value in return. An ideal customer, in other words, is the customer who you’ll focus your efforts and resources within a specific period.
How Do You Identify Your Ideal Customer?
You can easily identify your ideal customer by following the below tips.
Define the Situation
Before creating an ideal customer profile, you have to ensure that you define the situation to which you are building the profile. This will help you to keep focus and lose the fear of missing out because you can create other profiles for other situations. For each situation, it is best to define the following; your goals, your timeframe, your current capabilities.
Define the Value an Ideal Customer Would Provide
Another way to know your ideal customer is by defining the value an ideal customer will provide. Also, you have to check if you can also provide value to such customer. For example, an ideal customer can help you get more customers through referral or writing a positive review.
Profile Your Best Customers
You can also identify your ideal customer by gathering the information of your already existing customer, choose a minimum of 10 of your best customers and study what makes them your best customers, you can easily find this by finding the things they do in common.
How Do You Attract Ideal Clients?
After identifying your ideal customer, the information obtained will be used as a benchmark; that means your new customers would have to fit into the ICP. The tips listed below will help you to use your ICP to attract ideal clients and also increase your revenue.
Update Your Staff
Your staff needs to know about your ICP else it will be of no use, the relevant team members should be informed, especially those in the sales and marketing unit.
Personalize Your Messaging
A well organized ICP should contain information such as your ideal customer’s needs, especially the needs that your product or service can solve. It should also contain details such as their values, interests, and preference. You can create sales materials that will be appealing to your ideal customers using the previous information obtained.
Target the Right Audience
You also have to target the right audience who are interested in your product and services, hence when setting up ad campaigns; you can use the demographics in your ICP to target your ads.
Keep up With Communication
After convincing a prospect to purchase your product, you shouldn’t end the communication there, you should always keep in touch with them. Reach out to them, ask for feedback, or if they need any technical assistance.