Pinpoint your sweet spot customers

bullseyeWe’ve talked quite a bit about the importance of understanding who you can delight when it comes to looking for new customers — finding those sweet spot customers and turn them into your best marketing tool.

Rather than trying to be something for everyone — the smartest businesses understand that they’re the perfect solution for a certain subset of potential customers — and those are the prospects they should target and pursue with a vengeance.

To help you get your arms around this idea and put together a game plan — we’ve created this list of questions. Walk your team through each one — and at the end, you’ll have a pretty good picture of who you should be targeting and how you can earn/keep their interest throughout your buying cycle,

How many new clients would it take for you to have a killer year?

Who are your favorite clients? What about them puts them on that list?

If you could replicate one client – and have a bunch of them – who would you replicate?

What traits/characteristics would all of those cloned clients have?

What kinds of information, help, tools etc. would those clones most value?

If you were on a scavenger hunt and I said you needed to find 10 people who closely resembled your sweet spot client – where would you look?

How would you get their attention? What do they need?

How would you stay under their nose/in touch in a valuable/helpful way? List 10 ways.

How could you help them today in a way other than giving them financial counsel?

If you couldn’t talk to them directly – who is your Kevin Bacon and could connect you?

And don’t forget your existing customers, who are your best source of new revenue:

What can you do to re-connect with your existing clients 2 – 4 times a year that has nothing to do with the work you do together?

Playbook for word of mouth

fizzTed Wright’s new book Fizz (affiliate link) is a fantastic playbook for word of mouth that’s fun to read and easy to connect with your business and how you could take the examples and modify them to work for you.

Wright works hard to demystify this area of organic marketing that seems to create so much confusion and missteps. you’ll appreciate the examples of both what works and what happens when things go really wrong.

No matter what size is your business, you’ll be able to implement the ideas on the book as it explores strategies, techniques, and approaches of building a company and a brand worth talking about.

 

One of the reasons why this playbook for word of mouth isn’t just another fluff book is that Wright has actually had a hand in a lot of the examples and he offers up data like sales results, so you can see that it’s not just about creating buzz but it’s ultimately about creating sales.

This book is entertaining to read but at the end of the day, as Wright says at the opening of his playbook — it will actually help you “sell more stuff to more people more often for more money.”

Hard to argue with that. Get your copy from Amazon here. (affiliate link)

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