Once you have your profile clear, the next thing is to understand:
Where to find them
What motivates them to buy
How they behave when buying
With this, you will know which channels to use and how to get clients, your team will know how to devise the best strategies to attract potential clients, and you will have more sales opportunities.
Selling is not just about putting your products and services on the market and hoping that people will buy them. You need to know how to offer them in a way that is relevant to your audience and make sure that their buying experience is a satisfying one. We will discuss this in detail in this article.
Below you will see:
What are leads?
Why they are key in your sales process
How to identify, classify and locate your potential clients
What marketing and sales strategies attract potential customers
How to convert your potential customers into repeat customers
What is a potential client
Leads are companies or people interested in your offer who may complete a purchase if you attract them correctly.
So, not all visitors to your website or social media overseas chinese in worldwide data are potential buyers. If you are still wondering: who are my potential customers? We have the answer: potential customers are those who interact with your brand. For example: a potential customer is someone who subscribes to a newsletter, attends a webinar, or asks questions in your posts.
Potential customers are also known as leads . These are the contacts who have just entered your sales funnel because they showed initial interest in your offer. Not all of them will become real customers.
You have to qualify these potential customers: that is, evaluate whether they are really interested in what you sell, whether they fit your consumer profile and whether they are ready to buy.
If a potential customer meets these requirements, then they become a qualified prospect and the relationship must be further cultivated to achieve a sale.
It is crucial to define effective marketing strategies to attract potential customers because they are the ones most likely to become new customers.
How to identify, classify and find your potential clients
The starting point to know who your potential customers are is to understand:
What is your available market?
What is the profile of your ideal client, also called target client or, in English, buyer persona?
Know your total market and your available market
You must be clear about the difference between your company's total market and its available market.
The total addressable market (TAM) is the “possible” market that your product or service could have. That is, all the people or companies that could be interested in your offer.
Suppose you sell a home device that measures glucose levels in adults. Your total market could be all middle-class adults.
The available market, on the other hand, is the part of the total market that is most likely to buy because they really need or want to buy what you offer.
If we use the same example as before, your available market could be middle-class adults with diabetes or insulin resistance.
The clearer you are about your available market, the better you will be able to define the profile of your company's potential clients.
