Are you a part of a business that offers some kind of service or solution? If youâve answered, âYesâ then answer this question next, âWhat is your ideal customer profile?â Â Lionel Richie sang a passionate song about the pursuit that every salesperson asks,
Is it me you're looking for?...
...I've just got to let you know
Because I wonder where you are
And I wonder what you do...
...Tell me how to win your heart
For I haven't got a clue
But let me start by saying I love you
Okay, so maybe weâre not declaring our undying love to our prospective customers but we are definitely working hard everyday to establish, âWho is our ideal customer? What are their needs? Are we a good fit for your needs?â Hopefully, after reading this post, youâll forever ask to the tune of Lionel Richie! Youâre welcome.
Lionel was on to something though with all of his love sick ballads and that was chemistry. Good business relationships have the magical mix of right place, right time, and feel good connection.
Connecting to customers is the responsibility of my role at SingleHop. Iâm the âChief Conversationalistâ working to reach out to businesses that need our services. I do more than just evangelise how great our services are and what I do every day is NOT selling. In fact, a lot of what I do is listening. When I reach out to people I have the goal of learning about what keeps them up at night. I want to know how we can make their lives easier so that they can focus on what it is that they actually do. The more connections I make the more I realize that people donât want a âInfrastructure Hosting Provider.â They want a partnership with a team of problem solvers. My customers want to know that I care about their challenges and that I have a team with the tools to fix things. If youâre not connecting with your customers and learning whatâs truly important to them, then youâre missing a key component in building long lasting relationships.
The best advice I ever received from a âlong in the toothâ sales guy was that, âYou should never force a sale or âGlenngary, Glenn Ross, Always be closing,â a relationship. The truth is that people donât want to be sold to. They want to have someone they trust to help them through their challenges. Human beings donât want to buy something, they want answers to problems and to know that they can trust the people giving them the answers.
If you have a solution to peopleâs problems, then be sure to know who needs it and how you can help them. Connecting with someone with the goal of helping them versus trying to sell to them will always yield better results. Find the right customer for what youâre able to provide and help them fall in love with Â your ability to get things done on their behalf. âHello, Is it me youâre looking for?â could be music to your customerâs ears, if they find out you really care about their needs and have the answers theyâve been looking for.