How to Choose The Right Prospects as Your Buyers Persona

[Jasz]

Some people are a better fit for your product than others. That's why, as a salesperson, it's important to qualify your prospects early in the sales cycle. You'll save yourself time and energy, and you'll have a much better chance of closing the deal.
But how do you know which prospects are worth your time? By matching their profile with your buyer persona. If your prospect doesn't share some of the characteristics that define the ideal customer for your product, it's probably not worth it to pursue them. However you should note if your product can serve as a substitute or complement to their want.

Here are three ways to find out if someone is an ideal customer:

Talk to them
One of the easiest ways to learn about a prospective customer is by simply talking to them. Ask them questions about their business and their goals for this particular product or feature. Find out if they're facing any challenges that you can help them with—and pay attention to how they answer! If they seem uninterested in what you're offering, or if they don't seem like they have the authority to make decisions about purchasing new products, it might be a good idea to move on.

Review their company website
A prospect's company website is another great resource for learning more about them. Check out their website and social media pages before meeting with them. Some can be revealing enough to help you decide.

Create an effective campaign
You can even use some of the data acquired to create an effective campaign with the right tools or through social media such as facebook business page or professional type like LinkedIn.

 

[Shaf]

Indeed, finding out if the people you want to target as customers are a right fit for your product or service can both make you more money and save you money. Once they are convinced that what you have is exactly what they need to solve their problem, you are right on track.

A lot of small businesses though do not spend time on finding the ideal customer persona for their products. There are simple and complex ways to do that, but even a simple method will help you eliminate those who won't be a fit for what you have.

You can use any of the three steps above to do so. Another one is by listening to your competition's customers. Observe them to see the type of people who go to them and what their complains are.

You can also find your ideal clients by asking people around you, family and friends what they think. Sometimes, a second view gives you more information and is usually less biased.