If you want to close more sales you need to know who your ideal customer or target audience is. “I can sell ice to an Eskimo” may be a popular saying but it’s stupid. Why would a good salesperson waste their time trying to sell a product to someone who clearly doesn’t need or want it. You can close a lot more deals a lot faster if you sell to the right audience – people or businesses who want or need what you are selling.
Refine Your Target Audience
So, who is your target audience? Many salespeople make the mistake of answering in broad terms like “businesses” or “adults with money”. That is way too broad. You need to narrow down your target audience by considering who would purchase your product or service and who would get the most use from it.
What are demographics?
Demographics are a good way of narrowing down your audience. There are online tools that allow you to obtain demographic profiles of certain areas like a city or county. Those can be useful. So can writing down the demographics of people that you have sold to recently.
Demographics are things like gender, age, income level, homeowner or renter, educational attainment, etc. They are factors or attributes that describe an individual.
Create a buyer profile or persona.
Once you know the demographics of your target audience (the facts that can be used to describe them statistically), you need to consider what they are like. This is true for individuals and businesses. Consider, what do they care about? How do they spend their free time? What are their goals and aspirations? Use this information combined with the demographic data to paint a picture of your audience, also known as a buyer profile or persona.
Test your messaging with the audience.
Once you know who you are trying to reach, what they are like and what they care about, you can create messages that will resonate with them. For example, if your target audience is a forty-year-old, college-educated mother, you could say that she cares about sending her children to college. If you are a financial planner, conversations with this audience may start with college savings plans. Do this for every member of your target audience to make your sales pitch as specific as possible to their needs and goals. Then, test your messages to see which produces the most closed sales.
Purchase sales leads with names, phone numbers and email addresses of people within your target audience.
Now that you know who you are trying to reach, what they care about and what you want to say – you need a way to reach your target audience. The fastest way to do so is to order sales leads containing names, phone numbers and even email addresses. With the list in hand you can begin making sales calls right away.
Order Sales Leads Today
Give John a call at 561-239-0364 to order sales leads of your target audience. This will ensure you don’t waste any time searching for leads or calling on the wrong people.