How to define who your target buyers are

How to understand your buyers with sales and marketing alignment

Have you defined your target buyer? Have you defined their buyer’s journey?

For small businesses, identifying your target customer simply means that your sales and marketing people agree on the buyer persona and work together in designing the process of attracting this buyer.

If YES then now is the time to design the kind of sales and marketing process that will attract your target buyers.

If you target people who are looking for articles on a certain topic, build that content and optimize it for search engines. By doing this, the right people find you because of content they care about.

The following are some basic steps to take when figuring out who is the best customer for your business and what journey to go through when making a purchase from your business.

Determine your best prospects using data

Every business experience the pareto principal in one form of another.

It’s common that 80% of profits come from 20% of customers.

Look at the data for your current customer.

Find your customer segments that are most valuable to you in terms of revenue and sales cycle length.

This gives you the opportunity to create content targeted to a specific segment.

Define the buying process of your target personas

Outline the steps your customer takes from the 1st stage of discovering the need of looking for solutions to purchasing your product.

This is often called the Buyers Journey. It’s the same thing as your sales funnel.

Knowing this helps you create effective sales and marketing processes and messages.

Create content and Calls to Action for each stage in your buying process to help customers move to the next stage.

Once your target buyer personas and other aspects are agreed upon, distribute them to your sales and marketing people to ensure that your business as a whole is targeting the same set of buyers.

Learn more here about generating leads online…

Download the eBook: The 7 Fundamentals of Being Found Online

 

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