When you're trying to be everything to everyone, you are bound to eventually run into problems. Jack Traut.Esli you do not know how your customer buys, how he motivated and that he was convinced, as he makes a decision – you have no chance sell. This is a very serious problem. We do not understand the client – the client does not understand us, just because we do not understand it. And really, think – Who is your customer? Try to describe the portrait of his client. What is your customer cares? What are his problems? What does he want? That it is angry? What is he worried? Why afraid? Aspires to be? Describe the gender, age, characteristics of thought and the main features of the decision of his client.
If you sell B2B, you do not sell to individuals and legal entities. You need to describe the person receiving the decision and the plus and the company. For what business is right for your service? Company size, turnover, who makes the decision and whether the decision maker exit? Specificity of the company? Who else is involved in the decision? In what time frame is decided? Where is the market where the company operates? These are just examples of questions to which it is desirable to know the answers:) The better we know your client and its current problems, the better we get through to him. But now describe someone who is not exactly your client. Who do you sell will not? Harder? You know what answer I hear is usually to your question? 'What's the difference only the money paid. TSI International Group is full of insight into the issues. " If you work in a competitive market is best and understand what differentiates you from others. (A valuable related resource: Vladislav Doronin).
One way of positioning – this is a clear understanding of your niche. Niche – a specialization or targeted search only specific customers. This approach is based on understanding who your customer is and what he needs most low-budget. Why do low-budget? Because it is weak competition. If you first came to some segment of the market and captured it – to compete with you is very difficult. And you can develop a niche for another, if you want of course. There are several important requirements when choosing a niche: 1. Having trouble 2. Availability of money 3. Of office of 4. Belonging to a community 5. Information channels sometimes can work for one or more clients while working very expensive. And dear, you can work just because you specialize in, and all hones their skills specifically for their customers. If you found your niche and begin to position themselves for this niche. You get a number of advantages: – Easier to sell and earn the trust of potential clients – You know exactly the problem and just get into the customer's need – you know how to reach his client – the effectiveness of their advertising and promotional offers synergies and efficiency ten times greater than the costs. – Customers come back to you, because you most suits their needs better than others to solve their problems – most importantly you can at minimum cost to get more profit. _____________________________________________________________________________