DEFINE WHAT YOUR PERFECT CUSTOMER LOOKS LIKE
When selecting your perfect future customers, you can either continue to support your current markets and customer base or you can try to identify new markets and customers to serve.
The secret to make this work though, is to ensure that you look for transformation at your future customers. In other words, you need to look at your target customer and ask what products or services will support them to move towards a more desirable state, after they have purchased my products or services?
Explore your top 20 customers and using the ideas below as a starting point, please describe your “TRIBE” below:
Things to look for when describing your “TRIBE”
are geographically well located, so that you can provide the requisite service
have a need for what you sell
positive transformation you offer, is aligned with their unique needs, values
appreciate the “Value” both you and your product offers and
are prepared to pay a premium for that.
meet all the requirements in terms of size, turnover, staff numbers etc
can relate to the people and you enjoy working with them
pay their bills on time
don’t complain about small challenges and are willing to work through any
challenges that do arise.
are prepared to form long term mutually beneficial partnerships with both you
and your organisation