Register now or log in to join your professional community.
To define how is your Target prospect customer profile we require start on these points: • Limit where is campaign Location: National, global, across town or in a vertical market • B2C: Do you require specific demographics?: age, marital status, income, gender • B2B: Do you require specific business?: industry, services, turnover, number of employees, job titles.. • What kind of content is your customer eager to handle? What else would you add?
i would add few:
in B2C: consumer prefernce and behaviour is of a paramount importance.
in B2B: you need to be more specific and buid a separate value proposition to each client that specifically address his needs.
Customer culture,needs,and Quality
Definition of Prospect Customer.
First point is to define Prospect Customer as a Potential customer or Qualified Potential client on the basis of his/her buying interest in your offered products/services, authority to consider your offer, financial capacity, and willingness to buy.
As per considering as sales lead, we need also to add a timeframe and objective of the offer/proposal you aim to cover:
After this definition, we need to differentiate what kind of customers are you looking for as per your product/offer requirements: long-term and committed brand customers offering “Smart Rewarding” or immediate simple leads offering “Dumb Discounts”.
Once you know how could be you Target Customer, you know how can you can approach them… then you need to define an Strategy to reach them based on the “filters you consider proper”.
Regarding filters, basic ones are Where, B2B and B2C:
• Limit where is campaign Location: National, global, across town or in a vertical market • B2C: Do you require specific demographics?: age, marital status, income, gender • B2B: Do you require specific business?: industry, services, turnover, number of employees, job titles..
2nd stage, you need to filter by Interest:
• What kind of content is your customer eager to handle?
• Need to know the3 W’s:
- WG > Where do your Customers GO?
- WL > What do your Customers LIKE?
- WD > What do your Customers DO?
3rd stage, you need to define the STRATEGY that will lead on:
• Why you or why your competitor?
• Want to sell now and forget customer? Want to generate commitment?
In basics,… this is what I teach to my students in the International Marketing Master Programme the first day… Then continue with4th,5th… and few more on next sessions.
Till date, been lucky to collaborate with TOP Tier brands in Automotive, Telecoms, Luxury and for Government.
Ahmedabdelfath
acconting &Sales& Marketing Manager-Delta company trade cement
Customer Service Product Development &accontmangment
A prospect is a potential customer which has been qualified as fitting for certain criteria. This may include: fitting the target market, having buying authority and being a key decision maker or have shown his/her keen interest in the product.
Once qualification criteria are met, the lead is then converted into a "prospect" (a potential customer).
