What Your Prospect Wants
You might think you already know your customer's needs, or you would not be in the business you are in, that you know you can sell your widget to anyone. Hmmmm, hang on one second. No, you can't sell it to everyone, however you could do very well with a targeted sales campaign - meaning you have correctly identified your target customers.
Research indicates roughly 50% of the success of a sales campaign solely depends on correct identification of the right target customers.
Obviously this mean you must clearly know who your customers are to be effective in marketing and sales - to write the right copy for those targets. You can do this several ways, and one of the most obvious ones is to research your existing customer base. You would be looking for buying behavior, motivators and other customer attributes - such as - when they buy, how much they spend, what brands they like, etc. You could call this process data mining, and in some instances, you would want to farm this kind of work out to specialists.
Data mining is discovering unknown, actionable and profitable information from large consolidated databases and using it to drive your marketing strategies. For instance say you choose a customer base of those between the ages of 35 - 65 to market your widget to. On average, about 1% of the customer base is responders. Responders are customers who will buy the product or service offered to them. So, a random email marketing campaign to say 100,000 customers will likely generate about 1,000 sales.
However, if you identified which customers are most likely to respond (using data mining) you could raise your response rate to maybe 1.5% and only have to email 66,666 people to get 1,000 sales. That's powerful mojo and powerful software. A boon for your website marketing, as once you discover who you are marketing to, your copy can be tested and tailored accordingly.
Continuous market research is another method you can use to know your target customers. And you need to do this because customer's needs and wants are constantly changing. This must be done on an ongoing basis, and while expensive and time consuming it will pay great dividends when your sales take off. Once you know your target(s), you can start writing to them.
Other methods to identify your customer's needs are using current and lost customer interviews, focus groups, be your own customer, customer feedback and complaint logs and customer observation.
Find out what your prospects want and need and watch your sales grow!
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Disclaimer:
The Publisher has strived to be as accurate and complete as possible in
the creation of this website, notwithstanding the fact that he does not
warrant or represent at any time that the contents within are accurate
due to the rapidly changing nature of the Internet.
This site
is a common sense guide to What Your Prospect Wants. In practical advice websites,
like anything else in life, there are no guarantees of income made.
Readers are cautioned to reply on their own judgment about their
individual circumstances to act accordingly.
This site
is not intended for use as a source of legal, business, accounting or
financial advice. All readers are advised to seek services of competent
professionals in legal, business, accounting, and finance field.
Any
perceived slights of specific people or organizations are unintentional.
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