profiling customers to identify opportunities

a tip for selling to businesses & consumers

Analyze some basic characteristics of your existing customers and what they do. Then, look at those activities and identify companies that provide services for them. Research those companies and determine who their customers are. You may infer that these companies have needs similar to your customers’ needs.

Example: You sell laptop computers. You profile your customers and realize a common characteristic is frequent travel (the reason they need a laptop).  Given that you know your customers travel, you know it’s good to reach other companies/ people that travel. So, research the travel agencies in the area and find out who their top customers are. Contact those customers to see if they also have laptop needs.

Another example: You’re an accountant. You profile your customers and realize that many of your clients own rental property. Preparing taxes for rental properties can be challenging; this is the reason they come to you. Identify the rental property companies and rental property managers in your area. Research who their customers are, and contact them regarding accounting services (see #13). Furthermore, follow up on all “for rent” announcements in the classifieds or on properties.

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