Name: 銷售教程 - 識別理想客戶 (Sales Tutorial - Identifying ideal customers)
Uploaded: 2023-01-25T18:10:29.000Z
Duration: 4 min 23 s

情態副詞

- Recently, I was sitting in traffic along a busy section

- 最近，我坐在一個繁忙路段的車流中。

of road near my home and noticed one of those signs spinners

在我家附近的道路上，我注意到其中一個標誌旋轉器。

standing out at the upcoming intersection,

在即將到來的十字路口站出來。

attempting to lure customers to the local mattress store

When we think of the various sales and marketing approaches

當我們想到各種銷售和營銷方法時

of just how important knowing your ideal customer is.

瞭解你的理想客戶是多麼重要。

blasting a message to the masses in hopes

that one person out of 1,000 thinks, "Hey, you know what,

1,000人中有一個人認為，"嘿，你知道嗎？

I wasn't really interested in a mattress,

yet companies and salespeople do it every day.

然而，公司和銷售人員每天都在這樣做。

how many possible people could buy your product

如果所有的星星都適當地排列起來。

I want you to start thinking about who in the marketplace

我想讓你開始思考，在市場上有誰？

is your product or service most likely to help quickly

你的產品或服務是否最有可能迅速幫助你

那麼，到底什麼是理想的客戶呢？

一個理想的客戶可以被描述為。

A customer who values your product or service.

一個重視你的產品或服務的客戶。

A customer whom you can make a profit from.

Sorry folks, but this is a business, ya got to make money,

對不起，但這是一門生意，你得賺錢。

If you identify a very focused group of potential customers

如果你確定了一個非常集中的潛在客戶群

that have the highest likely degree of success

and be able to expand your customer base.

Think of your ideal customer through the ready, willing,

通過準備好的，願意的，思考你的理想客戶。

Issue: Do they have a problem that they need solved?

問題。他們是否有一個需要解決的問題？

Awareness: Do they know they have a problem?

意識。他們知道自己有問題嗎？

Motivation: Do they have a sense of urgency

Next up, are they willing? And this starts with timing.

接下來，他們是否願意？而這要從時機開始。

Are they ready to solve the problem today?

他們是否準備好今天就解決這個問題？

Do they have the budget to solve the problem?

他們有預算來解決這個問題嗎？

Start by creating ideal customer personas or profiles.

從創建理想的客戶角色或簡介開始。

Customer personas include the following information:

The ideal title or experience that they have.

他們所擁有的理想頭銜或經驗。

What's the ideal buying cycle for your product?

你的產品的理想購買週期是什麼？

意味著客戶是否準備好了，願意。

and able to purchase your product when you need them to?

並能在你需要時購買你的產品？

And then the ideal location, meaning your product

然後是理想的位置，即你的產品

to where your best customer is also located.

If you've got a handful of great customers today

如果你今天已經有了少數幾個偉大的客戶

who love and appreciate you and your product,

他們熱愛並欣賞你和你的產品。

If you don't have this type of information

readily available, talk to the person responsible

如果你想了解更多資訊，請與負責任的人交談。

They should be able to provide you these types of profiles.

他們應該能夠為你提供這些類型的資料。

If you're a small business and you are both the sales

如果你是一家小企業，而且你既是銷售

and marketing departments, you basically have two choices.

和營銷部門，你基本上有兩個選擇。

with the help of Google, LinkedIn, and others.

在谷歌、LinkedIn和其他公司的幫助下。

Or you can hire a market research company

或者你可以僱用一個市場調查公司

to help you build these target profiles based on your input

以幫助你在你的輸入基礎上建立這些目標檔案

Remember, the key is to find the narrowest group

記住，關鍵是要找到最窄的群體

of customers with whom you can develop a quick

的客戶，你可以與他們建立起快速的

and effective partnership by helping them solve

和有效的夥伴關係，幫助他們解決